{"id":4606,"date":"2017-10-13T23:32:01","date_gmt":"2017-10-13T23:32:01","guid":{"rendered":"http:\/\/somametrics.com\/clone\/?page_id=4606"},"modified":"2020-02-06T20:45:27","modified_gmt":"2020-02-06T20:45:27","slug":"case-study-digital-content-development","status":"publish","type":"page","link":"http:\/\/somametrics.com\/clone\/case-study-digital-content-development\/","title":{"rendered":"Case Study: Digital Content Development"},"content":{"rendered":"\t\t
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case study<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Demand Generation & Digital Content Development<\/a><\/h1>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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How a company implemented its goal of becoming a leading provider to the Medical Device Makers sector of the Healthcare industry.<\/em><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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In Sales Pipeline in 90 days<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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OVERVIEW<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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*The name of the company has been keep a secret at their request*<\/em><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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The client was a highly innovative digital technology services provider that built mobile apps, IoT devices, and other digital capabilities for its clients. At the time it met, it almost entirely generated leads from inbound marketing efforts. It wanted to build an outbound lead generation engine in order to meet its growth objectives.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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KEY CHALLENGE:<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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No Specific Industry Target<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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As its existing lead generation program consisted solely of inbound, the company had no specific industry target and services all incoming requests. However, in order to execute its outbound strategy, the company executives knew they had to select and focus on a specific industry sector. The question was, which one?<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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WHAT WE DID<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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1) Identify Target Industry Sector<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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The first thing to do was identify an industry sector where the client had the most experience and track record so we could leverage those. We worked with the company to review its past projects and narrow the selection to four (4) candidates.<\/p>

Next, we conducted research on these four sectors and provided the client with key pros and cons regarding each sector.<\/p>

Finally, we facilitated the internal discussion to arrive at the most logical single selection.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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2) Sector Specific Research<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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We then conducted a more thorough research on this sector to understand the key drivers<\/strong> in that industry and sector\u2014the top concerns and challenges that senior executives were faced with.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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3) Targeted Content Development<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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From this research, we developed compelling content designed to position the client as a credible top tier provider of digital transformation services for that sector. This content included four white papers, various articles, and landing pages on its website, as well as two new emails each month designed to create awareness of the content being created.\n\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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White Papers<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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\n\t\t\t\t\t12 Well-Researched Articles<\/span>\n\t\t\t\t<\/h3>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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Targeted Emails each Month<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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4) Generating Targeted Demand<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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We helped the company acquire list of decision makers for targeted companies, including phone numbers and emails and launched the email campaigns, with two brand new emails sent each month.<\/p>

Finally, we followed upon the email campaigns with outbound phone prospecting to identify key people in the targeted companies and schedule meeting with the client\u2019s sales representatives.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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RESULTS<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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After the second month, we were scheduling appointments with approximately 16 appointments with Sales & Marketing executives, CEO, CTO\u2019s and Senior Product Managers including in some global multi-billion dollar prospective customers.<\/p>

Within the first 3 months of the call campaigns, we developed approximately $900,000 in sales pipeline<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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In Sales Pipeline in 90 days<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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More Case Studies<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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\n\t\t\t\t\t\t\t\tCASE STUDY: Capability Assesments\t\t\t\t\t\t\t<\/h3>\n\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t
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\n\t\t\t\t\t\t\tCapability Assessments\t\t\t\t\t\t<\/h3>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t
\n\t\t\t\t\t\t\tOur client\u2019s business model was based on volume transactions\u2014high volume of lending was good for business, and the reverse was equally bad. Volumes were at a historically low level.\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\tRead More\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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\n\t\t\t\t\t\t\t\t\t<\/i>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t

\n\t\t\t\t\t\t\t\tCase Study: Account Based Marketing\t\t\t\t\t\t\t<\/h3>\n\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t
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\n\t\t\t\t\t\t\tAccount Based Marketing\t\t\t\t\t\t<\/h3>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t
\n\t\t\t\t\t\t\tHow a small third-party software vendor become central to the IT strategy of some of the leading Global Financial Service firms.\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\tRead More\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t<\/a>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

case study Demand Generation & Digital Content Development How a company implemented its goal of becoming a leading provider to the Medical Device Makers sector of the Healthcare industry. Contact Us ~ Scheduled Appointments per month + In Sales Pipeline in 90 days OVERVIEW *The name of the company has been keep a secret at … Read more<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"generate_page_header":""},"yoast_head":"\nCase Study: Digital Content Development - SOMAmetrics<\/title>\n<meta name=\"description\" content=\"How a company implemented its goal of becoming a leading provider to the Medical Device Makers sector of the Healthcare industry.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/somametrics.com\/clone\/case-study-digital-content-development\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Case Study: Digital Content Development - 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