Case Study: Professional Services Company Improves Lead Capture & Nurturing With HubSpot


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Customer case study about how professional services company Knowledge Management Associates improved lead capture and lead nurturing with HubSpot and inbound marketing.

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Case Study: Professional Services Company Improves Lead Capture & Nurturing With HubSpot

  1. 1. Customer Case Study:Professional Services Company Improves LeadCapture & Nurturing With HubSpotKnowledge Management Associates (KMA),a Waltham, Massachusetts-basedprofessional services company, offerscustom solutions for organizations to helpmake them more productive, insightful, and collaborative. With expertise in Microsofttechnologies, KMA offers solutions in the disciplines of business intelligence,knowledge management, knowledge worker productivity solutions, and customapplications.HubSpot Results Summary:Improved System for Lead Capture & Nurturing • Retained contact with 20-30% more event leads that were typically lost with prior event registration platform • Achieved 24.16% conversion rate across all landing pages • Achieved a 500% increase in monthly website traffic since using HubSpotChallenge:Need for Lead Nurturing ToolsBefore KMA began using HubSpot in 2009, the company utilized a very personalizedapproach to lead generation involving the individual networks of the companysfounders. KMA regularly produces events that play a major role in generating business,yet the platform they were using for event registration was difficult to use, and it lackedthe functionality KMA needed to gather useful information about event attendees.Ultimately, the company knew it needed a more reliable set of tools and a system itcould implement to more successfully capture and nurture its prospects.
  2. 2. Solution:HubSpot Landing Pages & Lead IntelligenceKMA Partner Michael Gilronan recognizes the combination of HubSpot LandingPages for event registration and Lead Intelligence as pivotal tools in KMAs improvedlead generation system. "Its given us a lot of visibility into people finding us, usingour website, and accessing our content that we didnt have before," adds Michael.KMA also values the insight provided by HubSpots Lead Tracking tool, which helpsKMA better understand how leads are interacting with its website and which contentprospects find most compelling.In addition, KMA values the ease of publishing via the HubSpot ContentManagement System (CMS) and its integration with HubSpots Marketing Analytics,which allows KMAs marketing team to easily build landing pages and edit websitecontent as well as track results, saving them time and effort.KMA has also found success in using HubSpots Blog Analytics tool as a way toquantify the value of blogging and make the connection between thought leadershipand the acquisition of new leads/clients. As a result, the company now includesblogging as part of its own clients annual performance objectives and plans. Were a professional services firm. Its a very specific way that we go to market, and I think HubSpot has supported that really well. The average HubSpot customer gets 4.2x more leads after 5 months of active use of HubSpot. To find out what type of increases in leads a company with your current lead volume could expect, check out HubSpot’s ROI study at HubSpot’s integrated marketing software gives you all the tools to implement a successful online marketing strategy from increasing the top of your funnel through conversion, sales alignment and analytics. To learn more, check out HubSpot’s free trial or request a customized demonstration.