B2B Sales and Marketing
Align marketing and sales towards a unified approach focused on Intent data.
Surfs upARCOS had a goal of expanding its product offerings into emerging markets. But traditional marketing tactics simply weren’t generating qualified leads.
Company Surge® helped find those interested prospects —driving tremendous results after just one quarter (Q1 2020).
ARCOS is the leading cloud based resource management platform for the utility industry in North America since 1993.
Realizing that other industries may have similar needs for its solution, ARCOS expanded its offering to oil, gas and manufacturing industries in Q1 2019 to grow its business.
ARCOS had aggressive expansion goals and few resources for demand generation. Traditional marketing tactics like list buying were not generating conversions or sales pipeline in emerging industries. ARCOS needed to find a new way to identify interested buyers.
After assessing multiple providers, ARCOS selected the Company Surge® growth package and the Company Surge® for Marketo integration.
ARCOS created four distinct Intent topic clusters based on product use cases and matched them with email nurture paths in Marketo. When a target business showed intent on a relevant topic cluster, it would automatically be added to the email nurture path. If the target business took an action, the prospect received a call from ARCOS within an hour.
After just one quarter (Q1 2020), there has been tremendous impact on website traffic, lead conversions and sales pipeline contribution from emerging markets.
Most significantly:
ARCOS plans to expand Intent data activities and explore other emerging industries.
Expansion opportunities include:
Align marketing and sales towards a unified approach focused on Intent data.
Surfs upDeliver better results for your clients with highly targeted campaigns that focus on businesses showing intent.
Dive inEnrich your ad products with the power of B2B Intent data to deliver more targeted campaigns for your advertising partners.
Take offSchedule a demo and find out how you can use Company Surge® data for full-funnel activation across all of your sales and marketing efforts.
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