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Lead-generation process

What’s the value of one Thought Leadership Summit with 95-plus delegates and an opt-in deal flow database of 1300-plus confirmed buyers of your technology?

The combination of promoting a white paper, a wall-mounted poster of the next-generation marketing operation, and an executive event activates most of the active buyers in the market to opt-in and self-qualify themselves.

The figure below depicts the results of our unique and innovation lead-generation process.

lead-generation

Thought Leadership Summits deliver 1,300 net-new leads to your sales team as well as 75 to 130 delegates to each Summit.

This deal flow system uses a combination of the following:

  • 30,000 executive direct mail invitations to receive a thought-leadership white paper on compelling topics of customer engagement.
    • Printed and mailed first-class, these executive invitations out-perform emailed equivalents by 400 percent.
    • Researched-based and branded by a think tank, these executive invitations out-perform vendor-branded equivalents by 200 percent.
    • Net result: Executive invitations offering thought-leadership white papers from a think tank attain six times greater lift than vendor-branded white papers.
  • 3,500 personal emails to individual members of LinkedIn groups, drawn from a pool of more than 300,000 executives.
    • Personal one-to-one emails to other members of a LinkedIn Group get read (according to LinkedIn) by 93 percent of its recipients.
    • A crisp, courteous offer to download a white paper produced by a known and respected LinkedIn Group member produce a click-through to a landing page in 35 to 65 percent of the time (personal experience of Michael Moon).
    • The advanced search functions of LinkedIn enable members of a group to search for other members matching particular job titles and industries within 10, 20, 50 and100 miles of a stated zip code or metro area.
    • Net result: 100 personal one-to-one emails from Michael Moon to senior executives and members of 50-plus LinkedIn Groups (to which Michael Moon belongs and participates) produce 25 to 45 opted-in responders at targeted end-use or partner firms.
  • 500,000 micro-targeted engagement ads at LinkedIn, addressing specific job functions, industries, and declared interests.
  • 7,000 emails from the GISTICS responder database, addressing executives who already downloaded a white paper related to customer engagement, marketing, and digital asset management
  • 250,000 banner ad placements in trade publications
    • 1 to 1 Media, AdWeek, BtoBonline, BrandWeek, DM News, Marketing Profs