According to a recent DemandGen Report, B2B marketers who have successfully deployed lead nurturing programs "found dramatic improvements to key conversion stages in the sales process." And these marketers showed an "average 20% increase in sales opportunities from nurtured leads." Learn how LeadLife client RunE2E successfully implemented a lead nurturing strategy to increase their pipeline and sales effectiveness.

1. Client Case Study:
How RunE2E Increased Their Sales Pipeline
by 20% with Lead Nurturing
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©Copyright Leadlife Solutions www.leadlife.com

2. Today’s Speakers
Lisa Cramer, President
Alex Gramling, CMO

3. Topics
1. LeadLife Overview
2. RunE2E Case Study
3. Audience Q & A
 Please submit your questions by typing them
into the Go-to-Webinar “Questions” box
 Webinar recording will be emailed to all
attendees and registrants

4. Full Service
The kid
says it all!
LeadLife’s marketing automation coupled with content marketing
strategists create campaigns that maximize sales opportunities and
build relationships.
We go beyond email marketing with multi-step nurturing
campaigns, rules, scoring, CRM integration, A/B testing and more.
Every client is assigned a content marketing strategist to get them
started and make them successful.
©Copyright Leadlife Solutions www.leadlife.com

5. World’s Easiest to Use
Visual drag & drop
campaign builder makes
creating nurturing
campaigns, setting rules
and scoring a cinch
©Copyright Leadlife Solutions www.leadlife.com

6. World’s Easiest to Use
Visual drag & drop
campaign builder makes
creating nurturing
campaigns, setting rules
and scoring a cinch
And social
campaigns too!
©Copyright Leadlife Solutions www.leadlife.com

7. Content & Campaign
Strategy Services
Additional service packages
available to purchase at
any time
©Copyright Leadlife Solutions www.leadlife.com

8. Learn More
Wanna Learn
More?
Get the LeadLife White Paper:
The Cost of Not Nurturing Leads
www.leadlife.com/nurturing
Lisa Cramer
lcramer@leadlife.com
©Copyright Leadlife Solutions www.leadlife.com

9. Case Study:
How RunE2E Increased Their Sales Pipeline
by 20% with Lead Nurturing
Alex Gramling, CMO, RunE2E

10. About RunE2E
RunE2E is an integrated IT consulting, workforce and technology solutions company. SAP
and AWS reseller/partner. Subsidiary mobile app development company at RunMobile.
Areas of focus: BI, CRM, Mobility and Cloud.

11. Business Case
 RunE2E Marketing Objectives and Goals
 Grow pipeline by 20%
 Increase quality of leads
 Reduce lead to sale time
 Improve consistency and frequency of prospect
nurturing

12. Why LeadLife?
 Were using email marketing, but
needed nurturing:
Inform
 Lead Management
Convert Educate
 List Management & Segmentation
Nurture  Triggers
 Real-time Sales Alerts
Validate Involve
 Needed to track back-end metrics
 Qualitative Reporting
 Campaign by Campaign

13. The LeadLife Process
 LeadLife assigned RunE2E a
Content Marketing Strategist
 Conducted Discovery Call & Analysis
 Created a Lead Management Plan
 Identified Target Audience & Persona’s
 Mapped content to target “need”
 Implemented “best practices”
 Trained staff on the technology
 Provide continuous support

14. ROI Example: Nurturing Campaign
 Campaign Offer: Discount on RunE2E’s SAP/AWS Cloud
Consulting Services
 List of 1800 contacts was segmented based on persona and interest
 Nurturing campaign consisted of 3 emails (1 email/week for 3 weeks)
 Each email came from the dedicated sales rep to personalize the
message
 Email content created a need to make the audience aware of the
costs of not moving to the cloud
 Content established credibility for RunE2E
 Emails were brief with link to a landing page that included:
 Sign-Up form for a Needs Assessment
 Offer Details
 Benefits of SAP/AWS and RunE2E’s Consulting Services
 Links to Case Study and Webinar

15. Asset Examples

16. Campaign Plan
 Marketing-to-Sales Process
 Triggers were set for Sales Rep Alert (emails) based on
following behaviors:
 Clicks on an email
 Completion of the “Needs Assessment Sign-up Form”
 Sales was to call within 15 minutes of receiving the alert
 360 feedback loop set up between sales & marketing to
determine results and make adjustments to campaigns

17. Campaign Metrics
 Marketing-to-Sales Metrics
 Email Metrics
 Open rate: 13.63% (avg. B2B industry is 12%)
 Click-thru Rate (CTR): 2.21% (avg. B2B industry is 2%)
 Sales Conversion Rate
 33% (3 Needs Assessments scheduled)
 Campaign ROI
 Within days of execution – RunE2E closed a five figure
consulting engagement with large pharma company

18. Overall LeadLife Results
 Executed twelve nurturing campaigns since January 2012
 Increased pipeline by 20% with addition of nurturing
 Reduced avg. time to sale
 Improved quality of leads for better conversion
 Increased transparency / communications between sales
and marketing

19. Learn More
Wanna Learn
More?
Get the LeadLife White Paper:
The Cost of Not Nurturing Leads
www.leadlife.com/nurturing
Lisa Cramer
lcramer@leadlife.com
©Copyright Leadlife Solutions www.leadlife.com