Challenges

• Relied heavily on outbound tactics and paid channels to acquire customers; needed a better inbound solution
• Lacked a solid content strategy 
• Marketo setup and lead scoring was in disarray 

Goals

• A single destination for all of their content
• A way to generate more qualified leads with a way to gate premium content
• An easy way to organize their content and make changes quickly
• A system to track how contacts engaged with content from top of the funnel to sales handoff
• Seamless integration with Marketo

Results

• Decreased cost per lead by 71%
• Decreased cost per acquisition by 49%
• Cut lead generation by over 60%
• Leveraged inbound marketing to drive 95% of closed deals
• Tripled inbound lead volume
• Increased unique visits to blog by 1600%
• Outpaced paid acquisition channels with organic leads by an 11:1 ration (previously 5:1)
• Secured 50% of upsell and cross-sell opportunities driven by content and marketing automation