Demand, Digital and Creative Services
Hostworks design, build and operate some of the most advanced digital solutions for some of the biggest household brands.
Whether it is migrating to public cloud, on-demand or live video /audio streaming, digital campaign management, a skilled helping hand, management of high transactional websites or advanced data insights. More than a hosting company, Hostworks are your digital roadies.
The executive of Hostworks wanted sales pipeline generated – and they wanted it fast. Established in 1999, Hostworks is still relatively unknown in the commercial space. Overcoming lack of awareness and being able to have open ended conversations with digital, technical and marketing executives without getting too bogged down in the “how” was our demand generation challenge.
WHAT WE DID
Working with a 8 week campaign cycle and 2 weeks campaign preparation and an 8 week campaign cycle – we were under pressure right from the start. Our creative team developed compelling communications for the three very diverse types of organisational challenges our prospects could be facing. Getting clarity from the Commercial team on opportunity qualification (lead vs nurture; not likely to engage etc.) and involving sales and marketing representation in the weekly campaign WIP allowed a shared understanding of obstacles and joint ownership of the deliverables.
Our experienced BDM telemarketers supported by a series of edms were able to achieve a 10.2% lead & short-term nurture response. The ongoing nurture campaign will allow the further development of the nurtures and the continued awareness/thought leadership positioning of Hostworks to 28.9% of companies targeted where contacts opted in for future emarketing communications. The ROI of the campaign will be measured as the leads progress through sales however early feedback from sales is very positive.
File under Demand, Digital, Events, IT & Telco