Create Your First Project
Start adding your projects to your portfolio. Click on "Manage Projects" to get started
Duetto - $8M in 7 Months - Demand Generation & Event Campaigns
NAICS
541613 Marketing Consulting Services
Date
2020-2021
Project Activity
Marketing and Communications
Technical Expertise
Salesforce CRM, HubSpot, PowerPoint, Excel, LinkedIn Organic and Paid Ads, Demandbase, Sendoso, Postal.IO, Zoom Webinar
Project Description
Through innovative demand generation strategies, precise ABM initiatives, and revitalized marketing operations, Pierce Systems successfully orchestrated $1.4M in revenue and built a $6.4M pipeline in H1 2021, significantly exceeding lead generation and revenue targets. The strategic leadership and personalized engagement tactics fostered meaningful client connections and drove substantial business growth.
This case study demonstrates Pierce Systems' capability to exceed marketing and revenue goals through comprehensive, data-driven strategies, innovative engagement techniques, and effective leadership.
CHALLENGES:
• Demand Generation: Surpass lead generation and revenue targets as Head of Demand Generation.
• ABM and Virtual Engagement: Effectively manage and innovate Account-Based Marketing (ABM) programs to drive substantial results.
• Marketing Operations: Revitalize marketing operations to enhance lead management and campaign efficiency.
• Leadership and Team Management: Lead a global marketing team to achieve substantial revenue growth and pipeline development.
STRATEGY:
• Demand Generation:
o Devised a multifaceted approach combining broad-reaching demand generation campaigns with targeted ABM initiatives.
o Leveraged precision targeting techniques for deeper audience engagement.
o Crafted an email campaign that garnered 600 registrants for the Revenue Strategy Forum, surpassing the goal by 300-fold.
o Implemented ABM strategies to secure 30 targeted webinar attendees within a week.
• ABM and Virtual Engagement:
o Expanded target account lists and enriched databases through collaboration with a data research agency.
o Developed comprehensive sales dashboards for effective tracking and reporting.
o Introduced virtual events via Postal.IO and Sendoso, distributing branded swag boxes to maintain strong client relationships.
o Implemented a CEO outreach program using LinkedIn Sales Navigator, achieving a 48% conversion rate.
• Marketing Operations:
o Conducted a comprehensive audit of the tech stack, resolving Salesforce-HubSpot synchronization issues.
o Redefined HubSpot methodology and developed a new process for campaign management.
o Hired and trained Demand Generation Leads for localized campaigns in LATAM and EU, enhancing lead generation and nurturing processes.
RESULTS:
• Demand Generation: Achieved $1.4M in revenue and developed a $6.4M qualified pipeline within seven months. Generated $100K in closed revenue and $400K in the qualified pipeline from one high-impact campaign.
• ABM and Virtual Engagement: Generated $140K in revenue and $875K in qualified pipeline through ABM initiatives. An outsourced BDR program generated an additional $350K in opportunities and $50K in revenue. Virtual events created $200K in opportunities, enhancing client engagement during the pandemic.
• Marketing Operations: Achieved seamless Salesforce-HubSpot integration and optimized lead management. Enhanced campaign efficiency and effectiveness, contributing to strategic decision-making and adjustments.
• Leadership and Team Management: Spearheaded a global marketing team, achieving $1.4M in revenue and building a $6.4M qualified pipeline in H1 2021. Skillfully managed the integration and training of Demand Generation Leads for HubSpot platform management.
