Reaped USD 650,000 in new revenue

Key account management | United States ๐Ÿ‡บ๐Ÿ‡ธ

Honest Inbound Agency

I strongly recommend Inbound Mantra if you are looking to get started with Inbound Marketing. You just need to tell them your growth goals and they will not rest till they find a way to achieve it. Inbound Mantra has supported DemandFarm for the last two years in creating a predictable revenue pipeline. We know exactly our 'new' expected MRR for the next month. Great Team
Inbound Marketing Agency - Hippo CMMS logo
Milind Katti
Co-Founder

DemandFarm

DemandFarm is a Key Account Management Software system solely focused on addressing unique challenges that Key Account professionals face. With focused functionality the software allows all stakeholders of strategic, Key and global account programs to intensively cultivate, build, harvest and profitably grow the organizationโ€™s most valuable relationships.

Problem

Getting the first level of customers from known referrals, DemandFarm hunted for a key channel which can help them win good number of qualified leads to grow beyond.ย 

Solution

Iterated continuously for over 6 months using agile inbound marketing to determine the right strategy for predictable revenue growth.

IMPACT

150%

TRAFFIC

80%

LEADS

210%

CUSTOMERS

7 Commercial Keywords in Top 5 with combined search volume of 1410

The Growth Playbook

Relentless inbound marketing
Blogs
Pillar Pages
Search Engine Optimization
Website Redesign
Landing Pages
Forms
CTAs
eBooks
Workflows

Search Engine Optimization

Keyword Strategy - Category Winner

SEO plan to rank on the top 5 for all the keywords under the category of "key account management."

Guest Blogging

In addition to off-page SEO, this also helped in getting referral traffic from guest bloggers and influencers.

Social Media Campaigns - LinkedIn Sponsored Content

Nurturing - Account Planning Frameworks

What?
An Ebook with a list of Frameworks for key account managers to plan an efficient Key account management.
โ€
Why?
To help key account managers understand the fact that the Key account management is changing and guide them with the necessary frameworks for transforming their process for the evolving world.

Video (Prospecting) - What is Key account Management?

What?
An Awareness video about the concept of Key account management and the process involved in it.

Why?
To help Account managers know the importance of key account management and help them to implement it in their respective organizations. Also, this can help increase the Brand Awareness of DemandFarm in the Industry.

Social Media - Creatives

Newspaper Theme

Why?
Sales Operations CXOs are a prime persona. They usually read the top financial newspapers. Hence, this creative.

BOT Theme

Why?
BOTs are occupying many a boardroom discussion. Thus, this creative to ride.

Website Redesign

Redesigned landing and product pages to ensure best practices are followed and to ensure optimal conversion rate by providing user with the optimal user experience.ย 

CTAs


eBooks

Webinar

If no Org chart, then no key account management (Thought Leadership & Product Demo)

What?
Webinar involved Veracode - one of the key clients of Demandfarm explaining how they built strategic relationships with their key accounts using DF's Org Chart.

Why?
Webinars help the Sales team to generate qualified leads by re-purposing content and act as a platform to engage with them directly for closing deals.

88

Registrations

42

Attendees

8

Qualified Leads

5

closed Deals

Workflows - Lead Nurturing

New lead - 10 week nurture campaign

What?
The Workflows sent out several emails over a 10 week period providing the leads with relevant information in the from of articles, blogs, ebooks and more
โ€
Why?
To ensure that leads get engaged during the buying cycle and are being fed with the right kind of content to convert them into a customer.

Pricing page visitor conversion

What?
The Workflow triggers emails when the contact follows a commercial intent behaviour in the website like visiting product pages followed by pricing page.

Why?
To ensure that the lead gets the right information to move forward and close the buying process.