Marketing SaaS
How a Demand Gen Strategy Grew a Marketing SaaS MQLs by 150%
A content-led demand generation strategy helped a marketing SaaS platform, LeadFlow, increase their Marketing Qualified Leads (MQLs) by 150%.
150%
Increase in MQLs
30%
Shorter Sales Cycle
Predictable
Lead Flow Established
Client Overview
LeadFlow provides a marketing automation platform for small businesses. They wanted to move away from a sales-led model to a more scalable, inbound demand generation strategy.
The Problem
Their lead flow was unpredictable, and the quality of leads was low. Their sales team was spending too much time on prospecting and not enough on closing.
Our Strategy
We implemented a demand generation strategy focused on creating and distributing high-value content to attract and capture their target audience. The core of the strategy was a series of webinars and ebooks addressing key marketing challenges for small businesses.
Execution
We promoted the content through organic social media, paid ads on LinkedIn, and partnerships with other B2B newsletters. Users who downloaded the content were entered into a lead nurturing email sequence that positioned LeadFlow as the solution to their problems. We used lead scoring to identify MQLs.
The Results
The demand gen engine successfully created a predictable flow of high-quality leads. The number of MQLs generated per month increased by 150%. The sales cycle was shortened by 30%, as leads were better educated and more qualified when they spoke to the sales team.
LeadFlow implemented a demand generation strategy centered around high-value content (webinars, ebooks) promoted via social media, paid ads, and partnerships. This resulted in a 150% increase in monthly MQLs and a 30% reduction in the sales cycle.