About the Client
Our client is a specialized SaaS SEO agency that excels in driving organic traffic for B2B companies. Their strategic, ICP-driven approach enhances demos, trial signups, and SQLs. Renowned for converting organic traffic into robust growth pipelines, the agency significantly contributes to the ARR growth of leading brands, solidifying its position as a key player in the SaaS SEO domain.
The Challenge
- Extended Sales Cycles: The prolonged sales cycles typical in the SaaS industry hindered growth and scaling efforts. These extended cycles led to delays in project kick-offs and revenue recognition, posing a significant barrier to the company’s rapid growth and market expansion.
- Market Positioning Amidst Intense Competition: Effectively articulating unique value to their prospects was essential. A strategy needed to be developed and implemented to set our client apart in a crowded market, ensuring effective engagement with the target audience.
We’re thrilled to report proposals totaling over €540,000, showcasing our strong lead generation success.
Martyn Barnett
Vice President and Managing Director
Ground Support Labs
Solutions
In-Depth ICP Elaboration: To identify the target audience, we focused on the following ICP criteria:
- Industry Targeting: Concentrated on B2B SaaS companies, particularly those in the marketing technology and HR sectors, while strategically excluding cybersecurity firms.
- Decision-Maker Engagement: Reached out to high-level decision-makers involved in purchasing decisions, including CMOs, VPs of Marketing, Directors of Marketing, and Marketing Managers.
- Geographical Focus: Primarily targeted North America, with additional efforts in Europe and Australia, aligning with market presence and growth goals.
- Company Profile Focus: Concentrated on startups with significant funding, particularly those with over $10 million in Series A and B funding and a workforce of 20+ employees, ensuring they were at a growth stage and could benefit from our offerings.
Driven Results
- Lead Generation: Generated 7,923 qualified leads over a five-month period, with each lead meticulously vetted to align with the target customer profile.
- Engagement Metrics: The campaign achieved an overall open rate of 33.57%, with the highest open rate reaching 73%. The reply rate averaged 0.55%, peaking at 3%.
- Appointment Scheduling: Successfully scheduled an average of 6 appointments per month, totaling 22 appointments during the campaign.
- Deal Closures: Despite the challenges of extended sales cycles, our collaborative efforts resulted in the closing of 3 deals within this period. This not only optimized the sales process, shortening the lead-to-demo and demo-to-deal timeframes, but also positively impacted ROI and business objectives.
Maximizing Sales Potential: Achieved over 40 meetings within just 30 days, demonstrating our ability to drive substantial engagement and opportunities.
Christoph Dahn
Ceo of GREENBLUT GmbH