Case Study

Leveraging Webinars To Boost The Sales Pipeline For A Global IT Service Provider

About The Client

Our Client is a globally renowned, Tier 1 Information and Technology services provider company based in India with an annual turnover of $10 Bn.

Business Challenge

The client wanted to open doors of communication with the decision makers and influencers in the industry. One of the major problems that the client was facing was their inability to target North America and Australia market due to global lockdowns and unavailability of decision makers.

Client Expectations

Our client had precise expectations from us, and they were clear on the numbers they need. They expected 40+ relevant decision makers and influencers to be part of the webinar. They even required assistance in building a healthy sales pipelines with the webinar attendees.

Why Did They Choose Us?

They chose Beyond Codes for our expertise in providing end-to-end webinar management services, from speaker acquisition, promotion, webinar logistics, lead nurturing to content syndication. We use our intensive database of over 150,000+ account profiles to not only connect you with the right decision makers and influencers, but to also create a lead nurturing and appointment setting model for your business.

Our Approach

Beyond Codes started the project by deploying a team of five resources. Account profiling was initiated to define and identify the relevant decision makers and influencers for the webinar. We helped the client boost its webinar reach by on boarding industry leaders as speakers.

Beyond Codes ran social media promotions and paid digital campaigns for the promotion of the webinar. Once the quick ramp phase was done, Beyond Codes adopted their proprietary call-smart approach to get confirmations from the registrants. All the logistics of the webinar were also taken care of by Beyond Codes.

Post-webinar surveys were conducted to collect feedback from the attendees and the report of the same was shared with the client. To ensure the leads were nurtured, several touchpoints with relevant content were created for the attendees to help them move further in the sales pipeline.

Results

The webinar was an enormous success, exceeding the goal set by the client, 50+ relevant decision makers attended the webinar. Post webinar follow ups and content curation provided the client with a steady flow of meetings with 10+ C / V / D level decision makers. The success of the campaigns led to a continued relationship with the client that extended to other offerings and industry verticals as well.

Outcomes:

  • 70+ Registrations, 50+ attendees for the webinar
  • 10+ appointments set after follow-ups with attendees
  • Increased overall Facetime with Key Influencers and C/V/D level Decision Makers and built a Strong sales pipeline
  • Active Lead Nurturing and follow up led to conversion from MQL to SQL

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