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A case study from Modern Media on developing a prospect list from data within LinkedIn. This led to a multi-million dollar sales pipeline for a improving the quality of traffic to a B2B software provider specialising in commodity risk management software. Modern Media is a technology marketing agency focusing on demand generation and specialises on integrating search, social, PR and content strategies.
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CASE STUDY
www.modern-media.co.uk
$2M SALES PIPELINE FOR GLOBAL SOFTWARE COMPANY IN THREE WEEKS
CASE STUDY
www.modern-media.co.uk
CASE STUDY
www.modern-media.co.uk
CLIENT OVERVIEW
COUNTRY: Australia
INDUSTRY: RiskManagementSoftware
SECTOR: Mining & Minerals
CLIENT PROFILE: EKAareanIndiancompanywithanextensiveclientbaseinSouthAsiaandEurope. Aglobalplayerinthecommodityriskmanagementsoftwaresector,knownforagri-business. EKAprovidecomplexfinancialproductsforglobalbusinesses.
Modern Media worked with EKA to gather information about
target companies and prospects through the use of social media,
specifically LinkedIn.
James Veale, Managing Director APAC
BUSINESS SITUATION
EKA,aglobalsoftwarecompanywantedtoexpandintonewmarketsthroughdiversifyingitsagri-softwareproductfortheminingandmineralssector.Withanewproductinanewterritory,therewasalotofworkrequiredtounderstandthemarketandkeyplayerswithintheindustry.
CASE STUDY
www.modern-media.co.uk
RESULT: $2M SALES PIPELINE FOR NEW PRODUCT IN A NEW TERRITORY
PROSPECT GATHERING IN A NEW MARKET
Modern Media helped a global software company develop a $2m sales pipeline within a few weeks of being in a new territory. As part of EKA’s expansion plans, Modern Media worked alongside the Managing Director of the Asia Pacific region to scope out the size of the market in Australia and identify key targets to forge links with. This award-winning exercise was completed using data from LinkedIn.
LINKEDIN AS THE CHOICE OF INTERNATIONAL DATABASE
Asagrowingsocialnetworkforbusiness,LinkedInpresentedawealthofopportunitiesbothintermsoftargetcompaniesandindividuals.ThroughrigorousresearchonLinkedInwithinthedesiredindustrysectors,ModernMediacreatedaprospectdatabaseidentifyingtargetcompaniesandthekeyC-levelexecutiveswithinthosetargetcompanies.
DATA GATHERING PROSPECT INFORMATION
Over200,newAustralianbasedC-level(CFOand/orCEO)prospectnames,addressesandLinkedInnetworkconnectionswereidentified,savingthousands ofdollarsontradeshowsandweeksofdatagathering.
DEFINE TARGET COMPANY PROFILE
SUBJECT MATTER IMMERSION
2
DETERMINE SEARCH CRITERIA
3
COMPLETE RESEARCH
4
RESULTS & DEBRIEF
5
DISCOVERY & IMPLEMENTATION PROCESS
1
CASE STUDY
www.modern-media.co.uk
PROPOSED SOLUTION
• ProvidemarketanalysisofminingcompaniesinAustraliatodeterminethesizeofthemarketandrelationshipsbetweenmines
• Identifytargetminesandnamedindividualswithinthoseorganisations
• CreatesnapshotpackofcompanyandprospectwithconnectionsonLinkedInidentified
SOLUTION BENEFITS
• Highlightedkeynetworkconnectionsandquickwins
• Savedweeksoftimeofphysicalnetworkingandbackgroundresearch
• Newprocessesinternalisedaspartofnewbusinessdevelopment
… a really powerful exercise. We were amazed at the wealth of
information provided and the access available to C-level executives.
It’s saved us weeks of networking and I can find easy in-roads to
the target individuals. What is more we are now actively engaged in
a sales cycle with Rio Tinto’s Iron Ore business in Perth, Western
Australia, a multi-million dollar opportunity.
James Veale, Managing Director APAC
CASE STUDY
www.modern-media.co.uk
TALK TO US TODAY
Modern MediaBristolandBathScienceParkDiracCrescentEmerson’s GreenBristolBS167FR
Phone: 0117 289 7000Email: [email protected] Twitter: @modmedialtd
ABOUT MODERN MEDIA
ModernMediaisanaward-winning B2Btechnologymarketingagencyofferingintegrateddigitalcampaignstodrivegrowth.
Wefocusonleadgenerationandcustomerengagementthroughsearch,social,PRandcontent,underpinnedwithstrategicthinkingandsolidmetrics.
We’rehonest,straightforwardandclearthinkers.Wewon’tbaffleyouwithjargonandwewon’tleadyoudownthegardenpath.
We’rechosenbyourclientsforourgroundedinsight,metricsanalysisandourabilitytopositivelyinfluencebusinessperformance.
Westartwithyourbuyersanddefineastrategythatworkswiththeirbehaviour,theirmotivationsandconcerns,andthechannelstheyengagewith.
Weforecastmarketingperformance,settingouthowtheresultswilltakeshapeovertime.WesetKPIsandensurethateverymediachannelwerecommenddeliversagainstyourexpectations.
Rigorousprocessesandregular,easytounderstandreportswithexpertinsightscomeasstandard,soyouknowexactlywhatworksandwhatdoesn’t,andmoreimportantlyhowit’saffectingthebottomline.
