2.7X increase in qualified leads from marketing.
.jpg "brooke-cagle-xcgh5_-QIXc-unsplash (2)")
2.7X
MQLs
In one year for the segment of companies with more than 500 employees.
*MQLs: marketing-qualified leads
80%
Conversion rate from leads to MQLs
This means that leads on social networks have converted into qualified leads 80% of the time.
75%
MQLs from social media ads
The majority of MQLs from Linkedin campaigns.
1.9X
Annual recurring revenues
Reaching $70 million at the time this case study was measured.
About Dialogue
"Dialogue is Canada's leading provider of virtual care. The company is dedicated to helping organizations improve the well-being of their members and families. Our Integrated Health Platform seamlessly connects transformational programs such as Primary Care, Mental Health+, Wellness and EAP to provide support from prevention to recovery. Dialogue is working hard to elevate the care experience for millions of people and generate positive outcomes for thousands of organizations." - Linkedin source
Industry:
Company size:
Location:
Use case:
- Increase customer acquisition
- Optimize marketing growth processes
Services used:
- Demand generation
- Inbound marketing
- Online advertising
- Growth process management
- Agile marketing management (Scrum)
Customer acquisition
Challenge
Grow the prospect pipeline in line with Dialogue's ideal profile.
Solution
Identify a clear definition of what Dialogue's ideal customer represents, and then:
- understand their challenges in creating a message and content that resonates with them
- identify where potential customers consume their information to ensure that messages are communicated in the right place
- deliver value to build trust, ultimately converting prospects into customers in a way that delivers an exceptional experience
Implementation of Scrum applied to Marketing
Challenge
To ensure that the ever-growing marketing team is organized in such a way as to deliver projects on the roadmap in a predictable way, while leaving room for the unexpected.
Solution
Implement a Scrum process that allowed teams to be scheduled in two-week sprints.
The team maintained a completion ratio of between 90% and 115% for more than 52 sprints, which enabled it to be seen as a reliable performance team within the company.
"Emilie is very creative in her strategic approach. She always focuses on what is most profitable for the company, making sure that execution amplifies success and reduces complexity. Working with her is highly enjoyable, in addition to being extremely efficient."