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Case Study The Revenue Marketing Consulting Firm The Pedowitz Group | | Call us at 855-REV-MKTG | @revenuemarketer The Challenge This small and agile company specializes in revolutionizing benefits and HR administration, but they needed to maximize the effectiveness of their marketing activities, and tie them more closely to sales revenue. While the company had strong marketing technology and CRM tools in place, they lacked best practices to optimize performance and they needed a tighter program integration to achieve better reporting. The company also wanted to achieve better sales and marketing alignment, and optimize their lead management processes. The Solution In order to achieve immediate results, they chose The Pedowitz Group (TPG) to assist them, after learning more about the benefits of Marketo from a TPG educational session. By leveraging the TPG lead management best practices, the company was able to dramatically improve their sales pipeline. TPG conducted a Marketo enablement and followed up with a six-month review. The enablement process included a Salesforce health check to assess in detail where improvements could be made to develop and streamline campaign processes for easier execution in the long term. TPG also updated the campaign processes to include inbound and outbound omni-channel programs. With the knowledge that Salesforce focuses on the sales end of the funnel, TPG optimized the integration between Marketo and Salesforce, offering a more holistic picture of the company's lead progression over time. This optimization allowed the company to: ■ Improve standards-based reporting ■ Supplement reporting for better business decisions ■ Improve data management ■ Enhance lead distribution through the lead lifecycle management COMPANY HR

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