In the first instance we were not seeing great response rates with our own outbound marketing strategy. We found with Campaign Stars inputs, that we were using somewhat dated approaches and did not fully appreciate the degree to which B2B buying behaviours have changed. Campaign Stars had surveyed over 2000 B2B buyers at the end of 2019 and had some tremendous insights we did not know about and implemented.
As part of this new strategy we were able to implement a more successful B2C level of experience, for these B2B buyers and influencers. The difference was dramatic. We were seeing 50% more consumption on our website of key assets and across the initial pilot phase we were able to engage with 83% targeted accounts, which in turn led to 45% qualified meetings.
The other key area Campaign Stars helped us solve was to crystallise our thinking and create strategies across all three key areas of our sales strategy - Acquiring net new logos, Accelerating the opportunities in the pipeline and staying front of mind with our long sales cycles and finally Expanding existing accounts with additional projects and services. We made significant headway across all three of these areas.
Finally, we achieved a single unified sales and marketing approach with Campaign Stars. This is the first time we have done this and this is one of the single most important aspects of the overall engagement. Suddenly, we have a single 'arrow head' made up of both divisions, focused on penetrating new countries, markets and accounts. Review collected by and hosted on G2.com.