Double Sales Leads for a Cloud Startup
The founders could reach engineers but not the executives who controlled the budget. New messaging fixed the disconnect and doubled qualified leads.
Headline result
2× qualified leads in 3 months
The goal
Turn strong interest from engineers into deals with the senior executives who control the budget at larger companies, by giving sales pitches and marketing materials a business case those executives act on.
The problem
Selling a deeply technical product to executives. While engineers showed strong interest, the sales pitches and marketing materials weren't connecting with the needs of the senior executives at larger companies who controlled big budgets and made the financial decisions.
What we did
We ran customer interviews to discover how buyers actually discuss the product, then developed an improved messaging strategy.
That new messaging informed updates to the sales collateral and the website marketing content, aimed at raising both the number and the quality of enterprise prospects.
The results
- Qualified leads doubled within three months
- Organic search traffic increased by 50%
- Enterprise sales cycles shortened significantly