February 2017 UPDATE: Take a look at the end of this blog for some lovely updated figures! We do treat you well, don't we.

We love sharing our lead generation victories, little and large. In the summer of 2015, Heron Global Partners (HGP) was a newly independent, London-based investment house specialising in a variety of financial opportunities. To put it simply, they operate as an intermediary between investors and institutions. The company was ready to shrug off the outbound lead generation model already in place, and implement inbound strategies that would perform better and survive looming EU data protection legislation. Naturally, we were delighted to help.

Six & Flow (formerly Grain) began working with HGP in summer 2015, and by the New Year the company had achieved over 3000% ROI. Not bad for six month’s work, we think?

Then after the New Year, more magic happened. From 1st January to 10 October 2016, we helped them to generate nearly 8800 leads and they raised over £10.8 million in investments, giving them an improved ROI of around 3600%! We've also navigated the Brexit panic, tailored lead generation across a number of channels, and built a great working relationship with our client.

Showing the love

Honestly, we're not just bigheaded. Other people are big fans of our work for HGP, too. HubSpot even published a case study on our work, and recently awarded Six & Flow an International Client Growth Impact Award for our impressive results.

Our inbound marketing award from HubSpot

We also attended Investment Week's prestigious Investment Marketing and Innovation Awards 2016 this summer, and were highly commended as Agency of the Year. These awards were attended by global investment companies such as Rathbones, Schroders and JP Morgan, so we were truly honoured to receive a mention, especially as a startup agency one month shy of its first birthday!

Last but not least, our work for HGP has been shortlisted as the best Paid Media Campaign at The Drum's DADI Awards. We're up against tough competition in this brand new awards category. The competing campaigns are for major clients including the world's largest international broadcaster BBC World Service, global financial services company Western Union and even iconic haircare brand ghd. So - fingers and toes all crossed!

HGP's story

Last year, off-shoot HGP struck out on its own from a parent company that relied heavily on an outbound model to drive lead generation. While HGP had an experienced and high calibre sales team on band, frustrations were constantly arising over the low quality and low volume of leads fed over from the parent company.

The sales team were regularly chasing false starts due to poor lead qualification, and a laborious paper-based process was taking up even more of their valuable time. HGP wanted bigger results from its sales team, but this was proving impossible without the right input.

 

Online Lead Generation and Nurturing Achieves ROI of over 3000%

The law around lead generation

Not only was HGP’s lead generation strategy failing them, it was also on the chopping block. New EU Data Regulations are set to come into force, and will force change on the sales and marketing strategy of many businesses, HGP included.

Purchased lists of leads, cold calling and extensive direct marketing campaigns have long been outdated strategies. Under new legislation, it will also become illegal. Companies will have to request explicit consent before storing data about anyone, and any breach may lead to a hefty fine. In turn, consumers will be able to object to any data being held about them and opt out of communications more easily.

The solution

From summer 2015, Six & Flow worked in partnership with HGP to create a multi-channel online acquisition strategy, incorporating content, PPC, paid social and native advertising to improve lead quality and volume. This was the first foray into online lead generation for HGP, and virgin territory for all the in-house sales team.

The new strategy would be supported by the implementation of HubSpot’s brilliant marketing automation platform. This would streamline current marketing processes and optimise efficiency.

However, HGP needed an agency that could guide them through the implementation process and provide ongoing support, to ensure that the sales team could get on with what they do best.

 

Online Lead Generation and Nurturing Achieves ROI of over 3000%

The method

The first step was to profile the target audience to really understand them. By collecting a granular level of demographic and psychographic information, HGP’s sales team was immediately able to focus on a tight niche of low- hanging, fast-converting fruit.

Next, Six & Flow established channels and crafted messaging for its online acquisition campaigns. Messaging and designs were created to fit the audience and drive the right traffic. Based on audience profiling, PPC, Paid Social, and Native Advertising was identified as the ideal approaches for lead generation. Regular blog content would also be produced for use on social channels.

At the heart of all of this was HubSpot, with a simple but effective lead nurturing workflow put in place. Highly adaptive, dynamic landing pages would capture contact details, prompting HubSpot to send ‘soft’ email follow up, and allow additional relevant content to be offered depending on a lead’s response.

By gathering details and nurturing leads through a series of communications, sales calls become easier to convert as individuals were more informed and ready to commit to a purchase. HubSpot automation and tracking also provided a range of in-depth information on email delivery open and click rates, helping to inform personalised lead nurturing.

The results

By January 2016, HGP had transitioned its entire lead nurturing cycle to HubSpot, and Six & Flow's multi-channel acquisition strategy was helping them to achieve record results. In just six short months, from June to January, the company had transformed its customer acquisition strategy and future-proofed its business. HGP generated 2,500 leads, grew its revenue by 578%, and achieved an ROI of 3276%. Pretty impressive, right?

HubSpot’s marketing platform underpins HGP’s entire marketing and sales process, and this alignment is key to the company’s success. From online web lead to CRM, HubSpot records and reports on every move, click and action taken by prospective customers online. This powerful data then feeds into next-step communications, which are entirely automated.

The sales team saw clear benefits – in fact, the increased revenue and lead volume saw staff numbers triple. The team grew from two to four salespeople by the end of month one, and at month six they added another two members. This is particularly impressive, bearing in mind that Hubspot’s automation also increased the sales team’s productivity by nearly 60%!

And the cherry on top – HGP met the EU Data Regulations a whole 12 months ahead of time, so nothing stands in the way of its lead generation strategy’s continued success.

February 2017 UPDATE: Now it’s time for some new numbers! Below is a link to our newly updated case study, which shares our latest figures for this campaign. Happy reading!

Generating inbound leads: A case study

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