The Brief
Lumi is a global SaaS company. They develop software to support real-time audience engagement, facilitating more than 4,500 meetings each year across 40 countries. Punch! was tasked with supporting Lumi with best-in-class lead generation and sales development services. Lumi’s current inbound marketing strategy was generating MQLs, but the leads needed nurturing and ultimately converting into opportunities.
The Solution
Punch! implemented a successful sales development programme that nurtured accounts engaging with Lumi’s content into sales qualified leads and appointments.
To ensure that the messaging resonated with these accounts, it was important to identify the key challenges faced by Lumi’s target market. Punch! narrowed these down to two: declining attendance at events due to the location, and lower levels of engagement during meetings as a result of the smaller turnout.
From these challenges, value propositions which positioned Lumi as the most effective solution were created and incorporated into the outbound messaging. Punch! took a multi-channel approach to this, creating 1:1 personalised videos, targeting via email, making phone calls and leveraging social.
Prospects interested in learning more were encouraged to book discovery calls and meetings with Lumi’s team.
Results
Email open rate
Click through rate
Opps in the last 4 months
