Hydraulic and work saving engineering tools supplier company required B2B Marketing Automation solution to optimize their customer experience with Pardot.
Client Business Background
For the past 25 years, the client’s company provides niche solutions with hydraulic and work saving engineering tools to Indian customers in various industries like Energy, Infrastructure, Power, Manufacturing, Process Industries, Oil & Gas, Services & Utilities.
Client’s Current Operating Environment & Change They Required
Client’s company receives an enquiry for the products & services they offer from various sources like IndiaMart, Google Ads, LinkedIn, Website, Trade Shows, Partners etc. With 1000+ products & plenty of customers the client was overwhelmed with customer leads. It was a great challenge for them to keep up with the demand. The client had taken a manual approach to its marketing and lead strategy. Prospects and customers filled out a form on the website or IndiaMart, then were entered into Salesforce CRM with the intent that the Sales team would respond to each one. However, the Sales team just couldn’t keep up. Some of the leads went into a black hole and were never contacted. The client continued to hire sales representatives to help with the demand, but the added headcount didn’t matter. There were just too many leads. Adding headcount wasn’t the solution. B2B Marketing automation was.
Solution and Approach – Using B2B Marketing automation
After understanding the lead & sales cycle, our team implemented a B2B Marketing Automation solution for the client using Pardot & Salesforce Sales Cloud. Well-versed in Salesforce and Pardot, Thinqloud knows how to get the most out of both martech tools.
First, our team looked at the current implementation of Pardot and the Customer data in Salesforce. evaluated customer demographics and psychographics to create different personas of the target audience. Finally, using the personas, Thinqloud developed personalized engagement journeys for the email nurture campaign & numerous promotional campaigns.
Within the first 2 months of implementing the personalized engagement journeys to nurture prospects & customers. Also, set up Pardot scoring & grading to automate lead qualification. The client saw growth in ROI and welcomed back numerous customers. We helped them automate repetitive sales activities so that the Sales team could focus more on the customers which are fit for their business and have shown more interest in their product & services.
The buyer journey management capability came a long way in helping this customer achieve their goals click here to learn more