Learn and implement how software companies like Inside Sales Box, MindTickle and Herald Logic leveraged Inbound Marketing to achieve their business goals.

1. Data Driven Inbound Marketing Company
By Section 12(3)(c ) of the Companies Act, 2013
Pragmatic Learning Private Limited
404, Tower - E, PVC - 1, Sohna Road, Gurgaon - 122018
CIN - U80302HR2012PTC045093
+91 - 971 724 0021 | www.inboundmantra.com
- First and Only Tiered Partner in India

2. CASE STUDIES
Software Sector

3. Inside Sales Software Company increased organic
search traffic by 400% at a conversion of 1.5%
Market: United States and India
1.5%Organic search
conversion
400%
Increase in organic
search traffic

4. Inside Sales Box is a subsidiary of Ameyo (Drishti Soft) with
offices in India and the US.
Inside Sales Box is making its presence felt in the fast growing
marketing, CRM and inside sales space dominated by giants such
as insidesales.com. The Inside Sales Box product team is releasing
continuous enhancements at the intersection of gamification,
social profiles intelligence and prospect behavior.
Its clients include small and medium sized businesses in the US,
UK, South Africa and Australia.
About InsideSalesBox

5. Inside Sales Box was generating leads through cold calling, email
marketing and PPC. But, lead cost was high and lead quality, poor.
Inside Sales Box already had an in-house inbound marketing team
that was blogging, managing social media and doing analytics.
Somehow, other than PPC nothing seemed to be working. And PPC
wasn’t cost effective.
Sachin (Co-Founder) approached Inbound Mantra for creating an
inbound strategy including messaging, determine specific buyer
personas, developing campaigns, executing them and planning
nurturing campaigns.
The Challenge - Strategy and Persona Ambiguity

6. The Solution - Inbound Rehaul | Focus on Search
ATTRACT CONVERT CLOSE
Keyword Research Offers Nurturing
Messaging CTA Lead Scoring
LinkedIn Campaigns Landing Pages
Business Blogging Remarketing
On HubSpot - Yes
Buyer Personas
> Contact Centre Entrepreneur
> Sales driven CEO
> Target CSO
> Disillusioned CMO
Inbound Mantra conducted inbound marketing experiments to
eliminate non-buyer personas so as to make campaigns precise. In
parallel, publishing (blogs and content) was pursued to move up in
search rankings.

7. Results
Website Traffic (Organic Search)
Increased by 400% in 6 months
from around 10 daily users to 50.
Visitor to Lead Conversion
Improved from zero to 1.5% for
organic search visitors.
LinkedIn Ads
LinkedIn Ads generated less
than the number of target
leads, but helped in uncovering
problems and drivers of the
buyer personas.
Buyer Journey
Mapping the buyer journey for
each persona gave the correct
fillip to the overall conversion
process and to lead quality.

8. Gamified Learning Software Company increased
website traffic by 54% and qualified leads by 4.56 times
Market: United States and India
4.56X
Increase in Leads
54%
Increase in non-paid
website traffic

9. MindTickle is an enterprise learning software company with
offices in Pune, India and San Francisco, US.
MindTickle is used by large and medium sized companies in
technology, education and services; to make the employee training,
sales training and learning process fun and engaging.
Its clients include ebay, inMobi, MakeMyTrip, Yahoo, Ola and many
more.
About MindTickle

10. MindTickle was generating leads through referrals, sales and the
website. Website leads were of poor quality.
To tap web traffic from India and the US, effort was being invested
into UI, content, blogging and campaigns; but in the absence of a
plan, team resources and consistent effort, results were found
wanting.
Mohit (Co-Founder) approached Inbound Mantra for creating a
strategy, managing MindTickle’s overall inbound marketing and to
address the problem of poor quality Lead Generation.
The Challenge - Strategy and Resources

11. The Solution - Consistent Publishing
ATTRACT CONVERT CLOSE
Google Adwords Offers Newsletter
Keyword Research CTA Lead Nurturing
SEO - Business and Technical Landing Pages
Blogging Social Media Tracking
Social Media Management
On HubSpot - Yes
Buyer Personas
> CHRO Industry Thought Leader
> CHRO Conservative Senior
> Ambitious CLO
> Sorted Training Head
Inbound Mantra undertook an assessment, developed an inbound
marketing strategy and executed it.

12. Results
Website Traffic (Non-Paid)
Increased by 54% in a timeframe
of 6 months from around 100 daily
users to 150.
Visitor to Lead Conversion
Improved from 1% to 4.56%.
Quality Blogging
Resulted in Google 1st page
ranking, thereby increasing
traffic and quality leads.
Twitter
Buyer personas were present
and active on twitter. Though
not all were interested to buy,
all of them were excited to
engage, resulting in traction
and engagement.

13. Channel Management Software Company increased
website traffic by 100% and continuously generates One
marketing qualified lead every week
Market: India
1 MQL
Every Week
100%
Increase in non-paid
website traffic

14. Herald Logic is an enterprise software product company serving
the Who's who of India's Banking, Financial services and Insurance
sector (BFSI).
Within this large BFSI sector, it services a niche in the Sales and
Channel function. Thus, the market served is limited with a defined
set of players.
Its clients include ICICI Bank, Kotak Life, Royal Sundaram, Dabur
and many more.
About Herald Logic

15. Herald Logic was generating leads through referrals and cold
calling. Given the niche market, this approach wasn’t working and
was dependent on successful introductions.
Their website was only a hygiene factor (for presence) and scored
ZERO leads.
In the absence of internal competency and resources, Milind (CEO)
and Ram (Co-Founder) approached Inbound Mantra to see how
Inbound Marketing could do quality lead generation.
The Challenge - Only Outbound, No Inbound

16. The Solution - Classic Inbound Marketing
ATTRACT CONVERT CLOSE
Website Redesign Offers Newsletter
Keyword Research CTA
SEO - Business and Technical Landing Pages
LinkedIn and LinkedIn Ads Action-oriented Copy
Email Prospecting (Two Offers)
On HubSpot - Not Yet
Buyer Personas
> Flambo CSO
> Detail Wala CDO
> CEO’s Strategy Sidekick
Inbound Mantra developed an inbound marketing strategy and
executed prioritized channels of lead generation, only.

17. Results
Website Traffic (Non-Paid)
Doubled in a year over a base of
10 daily visitors.
Qualified Lead Generation
One quality marketing qualified
lead was generated every week
on an average.
LinkedIn (Awareness and Leads)
Tightly targeted ADs on LinkedIn
generated CXO level leads at less
than ₹ 2,000
Email Prospecting #win
Simple prospecting emails to
CEO’s with ‘two’ clearly articulated
offers have worked the best.

18. Gurgaon, India | +91 - 971 724 0 021
www.inboundmantra.com