Case Study
5× Lead Generation Increase in 24 Months
5× more leads over 24 months
A data science company · Data Science
The problem
Advertising was inefficient and the sales funnel did not capture inbound prospects: AdWords budget was wasted on overly broad keywords, organic search volume was too thin to justify SEO for the product category, and there was no lead-capture process and no CRM to manage prospects.
What we did
We improved Google AdWords targeting and lead quality within the first month, and added content gating so organic and paid visitors submitted basic information to access free resources.
Captured leads flowed into a newly implemented CRM. We tested email outreach to personas at Fortune 500 prospects, then scaled the successful tests with automated outbound drip campaigns — a 'start small, then scale up' methodology.
The results
- ✦Leads increased by a factor of five over 24 months
- ✦AdWords targeting and lead quality improved in the first month
- ✦Content gating + CRM implemented to capture and manage leads
