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

Linium approached New Breed looking for a partner to help it revamp its 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 them through the funnel to opportunities and customers, helping Linium conquer the first three stages of the inbound marketing funnel: attract, convert and— most importantly — close.

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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 it revamp its 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 them through the funnel to opportunities and customers, helping Linium conquer the first three stages of the inbound marketing funnel: attract, convert and— most importantly — close.

Solution

With the inbound marketing methodology, each of the last three stages is predicated in large part on the success of the previous stage. While Linium's end goal was to conquer the close stage, we had to initially work with its staff on the attract and convert stages. As a result, we took ownership of the entire funnel 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 the 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. Through our inbound package, 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 it 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

Our engagement with Linium is ongoing, yet looking back on the first six months of our relationship we can see that Linium has generated:

  • 571 leads through the convert stage
  • 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 to date (with more in progress over Linium's extended sales cycle). Closing these two opportunities alone has generated nearly $210,000 in revenue, a 413-percent return on Linium's investment with New Breed over this time period.

 

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