Case Studies

LeadMD found its persona-based nurture tracks were moving net new leads to revenue opportunity 300% faster than standardized demand generation leads – so they needed to design a strategy to put more leads on the persona path faster. With ReachForce SmartForms, LeadMD was able to cut 6 months of the time required to put prospects on this accelerated nurture, increase program ROI 37%, landing page conversions 26% and projects an additional $1 million in revenue due to SmartForms web form data enrichment.

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Crain is committed to precisely targeting its email communications based on subscribers’ demographics, firmographics, and online behaviors but was hampered by missing segmentation information and an unknown level of quality contact information. After working with ReachForce and seeing an 80% match rate on enrichment against the ReachForce reference data set of over 200 million companies, Crain has seen a dramatic increase in its email deliverability and open rates and was able to create innovative off the back of this increased data detail, including creating a 1-click webinar registration that increased registrations from 4 per 100 emails to 40 per 100 emails and won a significant marketing award in the process. “Where we used to average 92-95% deliverability on email campaigns, we now often exceed 97-99% and in some cases, we’ve hit 100%. At the same time, we’ve seen open rates rise by 31%,” says Susina.

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After conducting extensive internal testing with shorter website registration forms, Marketo increased conversions by a significant 34%. However, the shorter forms resulted in a lower quantity and quality of data being captured, as well as hindered key processes such as scoring, routing, and segmenting incoming leads prior to the hand-off to sales. Marketo looked to ReachForce for help. SmartForms went well beyond a boost in conversion rates, and also impacted lead latency within the organization’s sales teams by shaving hours, and in some cases days, off Marketo’s qualification process.

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In this case study, ReachForce Cleanse & Enrich helps a client find a half million dollars in sales in lead records that were candidates for deletion. Susan McCorriston, the Director of Marketing Communications at nCircle, is all about revenue. Susan is a member of the emerging breed of marketer who is laser-focused on marketing’s contribution to the revenue pipeline and her job is to make sure that her counterparts in sales make their numbers each month.

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Eloqua, maker of automated demand-generation applications, expanded its sales team in the central region five fold, and these new representatives needed viable fresh prospects in their new sales territories quickly. Eloqua had previously obtained sales contacts through traditional means such as sponsorships, cold-calling, events, direct-mail, and vertical searches. However, with new sales reps in place, new targeted leads were needed immediately.

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For companies who drive product and service innovation, there has been tremendous change to how solutions are sold and to whom they are sold. As a result, the marketing group for Fiserv Output Solutions determined that industry membership lists and other title-based resources for its demand generation efforts would not produce satisfactory results. They needed a way to get to the right buyers well ahead of the competition.

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