Case Study
The Revenue Marketing Consulting Firm
The Pedowitz Group | pedowitzgroup.com | 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
