Menu

Case Study - UC4

UC4 logo MED

Improve Digital Channel Lead Capture Performance


The Challenge

A leading global provider of IT infrastructure automation solutions needs to strengthen its U.S. presence. The woefully underperforming program needed to produce leads or risked being eliminated. Lead generation volume from online was low and cost per acquisition was excessive.

Despite superior technology, deep-pocketed competitors dominated the market. Messaging which supported specific environments for Oracle, SAPVMWare platform support was not reaching the audience effectively. Available time from the Marketing Programs Manager was limited and occupied with other projects.

Our Solution

Step one was to fully understand the value proposition for UC4’s audience. What pain points did UC4 address and who were the buying influences involved in this complex enterprise software and service sale? Additional effort was invested in learning the key features for the most influential buyer personas. 

Based on our research the pay-per-click program architecture was rebuilt targeting messages that would resonate with key influencers. A keyword gap analysis was executed to identify holes in targeting. Website analytics were used to identify natural search trends and content most sought by visitors.

A complete assessment and overhaul of the digital marketing strategy were conducted and revisions implemented. Display media and retargeting were introduced and tested proving a valuable new ad distribution channel. Landing pages were A/B tested, optimized, and integrate with UC4’s lead nurturing platform resulting in more sales qualified leads (SQLs).

Impact for Client

In the first 6 months, lead acquisition cost was cut by 55% and lead volume skyrocketed up 156%. From when The Matters Group (then Confluence Digital) began, to the most recent completed quarter, the conversion rate was up 245%. Lead volume is up 20x and cost per lead acquisition is down over 80%. In an analysis, nearly $1 million in revenue was traced back to the program managed by The Matters Group delivering nearly a 10:1 Return on Investment. After years of modest growth, UC4 enjoyed a ramp in new clients and revenues which were parlayed into an acquisition by CA for $600 million.

 

UC4 Matter Group results

Case Studies

Case Study - Banner Bank

Case Study - Banner Bank

More details
Case Study - Banana Brothers

Case Study - Banana Brothers

More details
Case Study - Expedition Trips

Case Study - Expedition Trips

More details
Case Study - Liquid Planner

Case Study - Liquid Planner

More details
Case Study - Vigor Industrial

Case Study - Vigor Industrial

More details
Case Study - Blue Cross Blue Shield

Case Study - Blue Cross Blue Shield

More details
Case Study - UC4

Case Study - UC4

More details
Case Study - Krusteaz

Case Study - Krusteaz

More details

I need better Insights from my data   

Request a Consult

Recent Blog Articles - Advanced Analytics

Unfortunately far too many businesses tend to dismiss the need for market research when making business decisions. We’re not sure why this feeling not only exists, but seems more companies are willing to make sizable investments without fully underst...
There are numerous reasons why a company may decide to develop a data science team in their organization. The skills an in-house team brings can enable organizations to turn raw data into strategic assets. Their skills lead to better use of data asse...
Artificial Intelligence(AI) has recently been integrated into marketing and is still in its early stages. It makes automated decisions based on available data and audience observations or economic trends that impact marketing. By doing so, it enables...