Coherent Solutions
Helping Software Development and IT solutions provider client to book 38 appointments with their ideal clients in 6 months.
Coherent Solutions is a global custom software development and IT solutions company serving clients in North America and Europe. Their clients include healthcare, manufacturing and financial services companies and leading organizations in other industry verticals.
Their Challenges
In the past 5 years, technological adoption has evolved very fast. The Coherent team had already been receiving clients through referrals and inbound marketing but they wanted to grab the growing opportunity to gain their desired clients and expand to diverse industries.
The customer teamed up with the Elvator’s team and was assisted in using cold email campaigns for demand generation where we specified the following boxes to complete after deciding on this course of action:
- Laying the groundwork for your email marketing initiatives:: Because the client had no prior experience generating leads via email outreach, we were tasked with guiding Coherent’s sales team through all of the stages required to create a successful customer journey.
- Conducting in-depth lead research: We needed to investigate the client’s sector and its connections to other markets in order to determine whether organizations’ and businesses are capable of generating high-value deals.
- Launching and managing appointment-setting campaigns: Our Account Managers and SDRs were in charge of managing the flow of leads and directing them to the client’s sales funnel’s narrow end.
- Research for lead generation: We began by investigating the sectors that would profit the most from employing the client’s product.
- Creating an image of the ideal consumer: We worked on the Ideal Customer Profile with the Coherent team to identify the most profitable categories and response titles. As a consequence, we were able to determine that companies which have consistently given Coherent with the greatest response rate.
- Finding the ideal client: Our lead researchers began digging into digital data pools, from professional networks like LinkedIn to more particular sources, to collect titles, names, and contact information that might be utilized for cold email outreach, once we got the guidance. We focused our efforts on businesses in the United States and the European Union.
We were ready to go forward with lead creation and nurturing potential buyers after gathering data.
- Establishing the outreach procedure: We took care of everything to guarantee our future communications were delivered and visible because the customer was unfamiliar with email marketing.
- Warming up the domain: We assisted the customer in establishing a new domain dedicated to cold emails solely, as well as a series of warmup efforts. This step was necessary because we needed to build up a positive reputation and show internet service providers that the client was a reliable sender.
- Finding Appropriate Schedule: We devised a strategy for future email campaigns in order to determine how frequently we’ll send emails and what type of sequence will be most effective for Coherent. The Coherent team was given advice from our experts on the ideal days to send emails and basic email outreach standards.
- Contacting Prospects: Our template writers created the first set of templates for communicating with the stated target audience using the study data we obtained. The templates covered a three email sequences, which is an excellent pace for testing the market and determining how receptive your prospects would be.
Following the receipt of templates, our SDRs began distributing them to the addresses on the list and tracking the outcomes. - Changing the research qualifiers: We started comparing our current performance with the KPIs drawn out by Coherent later in the campaign and discovered the following targeting issues:
Identifying irrelevant titles: When it came to introducing Coherent to the decision making group and articulating the product’s value, some of the titles we targeted weren’t particularly helpful.
In lead generation and email marketing, this is a common occurrence.
Mapping Test Results On 4th Iteration
Research is a lengthy and difficult process that needs a number of evaluations, tests, and revisions before you can be sure in your strategy and the accuracy of the facts you uncover.
After determining what was obstructing our progress, we took the following steps:- Some titles were removed from our lead list, keeping just those that added value during our initial campaigns.
- We shifted to a different lead pool to find firms that matched our new criteria, then reviewed and confirmed their information.
We were able to rapidly change and upgrade our lead list using these processes, then customize our templates to meet the new qualifications.
- Campaigns to re-engage Prospects: We focused on re-engagement, making the most of the prospects Coherent had previously communicated with, in addition to email marketing for lead creation.
We worked on the ideal phrasing and templates to appeal to this specific target after our research helped us to figure out the best strategy.
Our team collaborated with Coherent’s team, reinforcing contact with re-engaged prospects and re-introducing them to the client’s services and possibilities.
Results
After 6 months of working on Coherent Solutions' goals, we achieved the following benchmarks:
Filled the Cloud Solutions Pipeline — Regardless of the rocky start, we managed to pick up the speed and generate 38 appointments with healthcare companies looking for mobile software development and universities looking forward to implement futuristic IT solutions to their platform, meeting the client’s ICP.
The open rate was stable — Because they weren’t aware of the possible email outreach problems, new B2B email senders frequently see open rate variations, which can unintentionally impact their Sender Score.
Re-engagement programs were successfully launched — We had outstanding success with the re-engagement efforts, returning a fair number of leaking leads to the sales funnel and providing additional prospects for future deals, in addition to completing the original aim.
