Tech Client
Avani Media was engaged to help Scale redefine their approach to paid media and lead generation. With Avani’s new focus on paid media services, they identified critical opportunities for Scale to leverage cross-channel strategies to elevate brand visibility among high-quality leads.
Tech Client
CASE STUDY
$17 Million in Pipeline Generated
Cybersecurity Client
A pioneer in the security space needed to improve their outbound marketing programs to drive higher funnel velocity and increase pipeline. We delivered.
Challenge
In 2019, a leading Cyber Security client sought to improve their lead generation and pipeline growth efforts. Faced with the challenge of accelerating their growth following a recent acquisition, they decided to partner with Avani to replace their previous agency. The client’s primary goal was to optimize their marketing spend to ensure every dollar contributed to a positive ROI. They required a strategic overhaul to boost the quality and quantity of leads and create more productive sales conversations.
Approach
You provide the vision, target audience, and past insights—we handle the rest. From ideation to execution, our content strategies are built to seamlessly integrate into your existing demand generation efforts. Plus, with our media planning expertise, your content won’t just sit idle—it will be deployed across the most impactful channels and publications.
Step 1: Multi-Publisher Syndication Model
Avani introduced a multi-publisher content syndication model that enabled the client’s content to reach a wider and more relevant audience. This model was crafted to maximize visibility within niche IT and DevOps communities where the client’s target audience was most active.
Step 2: Omni-Channel Marketing Program
A comprehensive omni-channel marketing strategy was developed, focusing on placing the client’s content in newsletters and online publications that IT professionals and DevOps practitioners regularly read. This approach ensured that the client’s message was consistently visible across various channels.
Step 3: Strategic Partnerships
Leveraging Avani’s relationships within the IT and DevOps publications, the client’s content was strategically positioned to engage with professionals in these fields. This was aimed at enhancing the relevance and credibility of the client’s offerings.
The Results
The implementation of Avani’s strategic approach led to impressive results
$17M in pipeline generated
The enhanced lead generation and nurturing strategies resulted in a $17 million pipeline, significantly contributing to the client’s revenue growth.
28% Decrease in Disqualified Leads
The targeted approach led to a 28% reduction in disqualified leads, improving the overall efficiency of the lead qualification process.
20% Increase in Opportunities
The quality and volume of opportunities for the sales team saw a notable increase of 20%, providing a solid foundation for sales efforts.
4-Year Continuous Relationship
The success of the campaign cemented a long-term partnership between Avani and the client, showcasing the value of sustained collaboration
40% Increase in Marketing Qualified Leads (MQLs)
There was a 40% rise in MQLs, reflecting the effectiveness of the content placement and engagement strategies in attracting high-quality leads