Challenge

F-Secure needed a generic lead nurturing funnel with three distinct phases activated according to lead score. Accurate reporting capabilities were also required.

Solution

To activate nurturing phases automatically, lead scoring models were built in marketing automation system. Reporting was handled by saving lead information on Custom Data Objects. A weekly calling list was built where highly scored leads are entered automatically. The list contains lead-specific links to a form filled with information to support telemarketing, including test results, latest downloads etc.

Results

3000 leads in the nurturing funnel, 223 ready to be contacted by telemarketing.

MORE EXAMPLES OF OUR SUCCESS STORIES:

DATA ENRICHMENT PROGRAM TO HELP LEAD SCORING

We created a service that utilises company information database in a way that has never been done before. »

TELEMARKETING TOOL WITH GREAT RESULTS

We build a database into marketing automation system that uses custom data objects to provide unparalleled results. »

BRILLIANT CHANGE IN SALES AND MARKETING

Visma leapt from a spray-and-pray campaign-oriented culture to analytics-based marketing with great results. »