Not so long ago, we were hired to help grow this established business with a healthy customer base. At the time, they were promoting their product by doing outreach. Also, WOM was a vital channel but not sufficient since prospects would inquire occasionally. Once they did, they were invited to an in-person demo meeting. There was not a lot of product info or materials available on the website, and the prospect would get an extensive presentation only in these demo meetings or sometimes over the phone. Once they decided to proceed, the onboarding process would happen with the help of our client, also in person at their offices.
This took a considerable amount of time and financial resources. So, the main problem was growing and scaling the business. At that moment, our client wasn’t utilizing any digital channels and relied mainly on sales activities instead of marketing. So, they decided to work with us to develop their digital marketing strategy. The goal was to plan demand gen and demand capture initiatives that would be carried out digitally as well as digitalize the onboarding process.