Leading Information Technology and Services Company Realizes 413% Return On Investment With New Breed

Linium was looking for a partner to help them leverage the inbound methodology. They needed an updated website and alignment between their marketing and sales teams so that they could create the best buying experience for prospects.

logo-linium-160x66.png

Location: New York, NY

Founded: 2000

Employees: 563

Industry: IT Services

Linium is a nationally recognized firm with 15 years of experience specializing in consulting, recruiting and outsourcing services that position companies to achieve enterprise scale and growth. Linium works closely with clients to solve today’s most pressing operational challenges by leveraging enterprise cloud-based platforms; whether it’s streamlining how business services are delivered across the enterprise, acquiring top talent, or enabling financial transparency with accurate plans and forecasts.

Challenge

Linium approached New Breed looking for a partner to help them revamp their web presence and create an inbound marketing and sales growth engine. The purpose of this was to generate leads at the top of the funnel and move those leads through the funnel to opportunities and customers, helping Linium ensure their marketing efforts were resulting in customers.

Solution

The inbound marketing methodology focuses on attracting good-fit leads and then nurturing them down the funnel. While Linium's end goal was to close customers, we had to optimize their efforts to attract and educate leads before that could happen. As a result, we took ownership of their end-to-end marketing strategy in order to deliver full-funnel solutions that would produce customers.

Our relationship with Linium was broken down into different phases of deliverables. First things first, we had to create a digital storefront. During phase one, we worked to redesign their website to align with inbound best practices. Additionally, we worked to highlight Linium's unique service offerings and the amazing resources it provides for site visitors.

Once the site was redesigned, we moved into phases two and three, which focused on attracting visitors to the website and converting them into leads. We began publishing search-optimized blog posts on Linium's behalf. To aid in the conversion process, we also helped Linium's marketers create premium content offers, such as white papers and webinars, as well as email-marketing campaigns and lead-nurturing workflows.

After laying the requisite groundwork we moved into phase four and worked with Linium on the close stage. We provided ongoing, in-depth support to Linium's marketers and salespeople to help them create a defined lead handoff process. Included was the creation of a service-level agreement between both teams to order to better align them.

Lastly, we trained the inside sales team and helped them create an inbound sales process to provide their reps with the tools that would enable them to generate better insights on the behavior and needs of their new inbound leads — and ultimately sell to them more effectively.

 

Result

In the first six months of working with New Breed, Linium generated:

  • 571 leads
  • 173 of which were marketing qualified
  • 71 of which were sales qualified
  • 18 of which were opportunities

Ultimately, these leads generated two closed-won opportunities in the first seven months of our engagement. Closing these two opportunities alone has generated nearly $210,000 in revenue, a 413% return on Linium's investment with New Breed over this time period.

 

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