1. Keboola
Case Study
25 meetings in 30 days
The Story
Keboola has been implementing cloud based
business intelligence solutions for its clients
since 2008. In an age when information is king,
Keboola extract, manage, connect, and present
data for companies so they can learn their
business’ true story.
Keboola had spent a large amount of money
on a booth at an upcoming conference and
were wishing to optimize their investment in the
show by connecting and setting meetings with
prospects and resellers prior to the show.
They were also seeking to increase registrants
for a future hosted webinar.
Product Development Manager and Partner,
Milan Veverka contracted Linked Into Leads for
their extensive experience working with specific
industries, conferences, and ability to target
internationally. Before Linked Into Leads, Milan
received 1 inbound inquiry per week through
his website (www.keboola.com). He needed to
ramp up his strategy for business development
in an incredibly niche area, and had a specific
list of prospects he wished to connect with
without spamming or cold calling.
Problem
Inability to identify or connect with key
decision makers prior to the conference
without spamming
Objectives
Maximize ROI on high conference, travel and
staffing expenses
Arrange meetings with potential resellers
and partners at the conference
Increase registrants to hosted webinar
Solution
Find and evaluate LinkedIn presence of ideal
target partners
Execute a Campaign to non-abrasively
request meetings
Why Linked Into Leads?
Experienced at setting meetings with key
decision makers in minimal amount of time
Campaigns had immediate and traceable
KPI’s – important to a business intelligence
company!
Results
173 partners found on LinkedIn
20 positive within 3 days
25 meetings arranged in 3 weeks
205 new connections within 3 weeks
2. Trusted Accessto TargetProspects
The Linked Into Leads Project Manager found
173 out of about 200 of his prospects on
LinkedIn – a 90% success rate. Goals were:
1. Arrange a meeting at the conference.
2. Invite to his online-webinar.
Conferences: Lucrative Opportunities
By building an outreach Campaign around a
conference, several things were achieved:
Business goals were aligned
A reason and common point of interest
highlighted - much better than a “cold call”
Prospect encouraged to build a relationship
– qualified targets are more responsive
Milan was positioned as a forward looking
professional who anticipated and
recognized good opportunities.
Milan and Keboola had an presence at the
show through photo and name recognition
Rapid Results, Long Term Planning
1. Effective Ask: The request was
structured precisely for Milan’s targets from a
value-add standpoint. His Project Managers
built list of qualified targets who would respond
positively and removed the ones they believed
would not. This resulted in phenomenal
returns:
2 day response rate from most prospects
20 positive replies within 3 days
25 meetings arranged within 3 weeks
2. Effective Follow Up: The prospects
who indicated they were not attending the
conference were offered a free invitation to
Milan’s online webinar. This will allow Milan to
remain top-of-mind on his targets’ business
radar and continue to nurture a relationship.
3. IncreasedNetwork:The success of the
campaign resulted in 205 targeted new
business connections, all with a high
possibility of converting. Milan received a 560%
increase in profile views and ranked #1 in
“Professionals Like You” on LinkedIn, allowing
his profile to be elevated in industry search
results.
Milan had originally purchased 2 Campaigns.
Thanks to the overwhelming success of this
campaign, his project manager allocated
remaining purchased hours towards new
business development and accelerating the
new staff’s managed book. Milan will retain
Ready to get started with your LinkedIn Campaign?
Visit: www.linkedintoleads.com Email: sales@linkedintoleads.com Call: 604.880.3413
