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Xylem Case Study

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Case Study The Revenue Marketing Company The Pedowitz Group | pedowitzgroup.com | Call us at 855-REV-MKTG | @revenuemarketer About Xylem Xylem is a large U.S.-based water technology provider that launched as a spin-off from ITT Corporation in 2011. The company enables customers in more than 150 countries to transport, test, treat, and efficiently use water in public utility, residential, commercial and agricultural settings. The Challenge The company's board of directors wanted to prove the effectiveness of digital marketing and technology before scaling to an enterprise level. "It is one thing knowing you want to invest in a specific technology to achieve a certain target, but it is a whole different ballgame actually implementing and rolling that out within a $4 billion organization." That is how Raj Suvarna, Director of Digital Marketing, describes the challenge that Xylem faced in implementing Marketo. The six-month goal of the pilot program was to achieve 100 Marketing Qualified Leads (MQLs). With the help of The Pedowitz Group, Xylem was able to reach that goal in less than the allotted time and move on to full implementation of marketing automation within the company. The Solution The Pedowitz Group helped Xylem marketers develop and launch a pilot campaign in just 30 days, leveraging the Marketo platform along with a targeted strategy and supporting execution. If the pilot was successful, Xylem would scale Marketo to enterprise level. The measure of success would be generating leads from which to extract MQLs, along with the possibility of actual equipment or service sales. Within two weeks of the pilot campaign's start, Xylem had 26 MQLs in hand, all interested in a demo of a $45,000 pump from their dewatering division. Xylem recouped the costs of the pilot program quickly. The solution of global roll-out and adoption of the Marketo marketing automation platform was successful. After The Pedowitz Group had helped Xylem to adopt Marketo as its marketing automation platform, Xylem came back for

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