At a Glance
Challenges
- PHD’s cloud computing client was experiencing low ROI from lead sources
- Poor quality leads not ready for engagement
- Low conversion rates throughout the funnel
Results
- 3,000+ leads generated per quarter
- 70% of leads from in-market accounts
- 18% conversion rate to MQLs and SQLs
Overview
PHD, an award-winning, global communications and media buying agency network, needed a go-to partner that could consistently deliver turn-key programs and highly converting results to help accelerate the growth of its client, cloud computing platform ServiceNow. PHD was recently ranked No. 1 for media effectiveness (WARC Media 100, 2020) and was crowned EMEA Media Network of the Year.
Challenge
The agency needed to provide ServiceNow with more high-quality, engagement-ready leads, more conversions, and increased ROI from its best lead sources.
Solution
Creating highly actionable demand required a data-driven approach to target and engage the right accounts at the right time with the right content to attract prospective buyers exhibiting in-market signals.
BlueWhale Research provided OUTREACH, a global solution purpose-built to generate highly converting, engagement-ready leads to fill the funnel. OUTREACH turned ServiceNow’s account data into account intelligence by leveraging the power of dynamic intent data to identify and prioritize in-market accounts actively researching ServiceNow’s solutions, which helped it quickly align with companies based on where they were along their path to purchase. OUTREACH helped ServiceNow stay in lockstep with its best fit accounts, accelerate brand engagement, and close more deals.
Results
In three years’ time, BlueWhale Research has become an integral part of PHD (and ServiceNow’s) business.
Quarter-over-quarter results include:
- 3,000+ leads across 4 product lines in 2 regions (North America and EMEA)
- With 70%+ in-market accounts
- Promoting 25+ Assets