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Problem

Abacus being a digital agency generates over 70% of their demand from Inbound/Paid Marketing. However, only depending on Inbound or Word of mouth was creating a growth ceiling. They wanted to explore a targeted outbound marketing strategy by identifying the right people to talk to at the right time.

 

Solution

Abacus reached out to LeadSift, with the goal of identifying and connecting with the right companies, where they could contribute with relevant and actionable value, and thus growing their own pipeline.

  

As part of their intent data driven outbound strategy, Abacus segmented their Intent triggers into 3 broad categories:

  • Competitive Engagement: identify companies that were engaging with other agencies in their space
  • Topic Engagement: identify companies that were consuming/engaging with content about relevant industry topics
  • Event Attendance: identify companies that were attending/sponsoring a few key digital marketing conferences
  

For each of the Intent trigger types, Abacus created three highly personalized Nurture streams with different calls to action. Each Nurture stream had between 4 and 7 touch points over Email and Social Media.

  

Results

Within a month of using Intent data from LeadSift for their outbound campaigns – Abacus noticed a significant increase in their pipeline.

For two their nurture streams (Competitive Engagement & Topic Engagement) the Call-to-Action was booking a consulting meeting with the prospects and they booked meetings at the rate of 5% and 6% respectively. Average industry rate of response from cold emails is less than 1% and Abacus was booking meetings 5X times the industry average in a highly competitive market.

For their nurture stream based on Event Attendance – they used a more top of the funnel Call-to-Action and shared a piece of related content. For this campaign they got 17% positive reply rate.

  

“LeadSift helped us accelerate growth and unlock scale by connecting with the right companies at the right time.”

    

Using LeadSift Intent triggers along with a smartly created Outbound Nurture stream – Abacus was able to rapidly scale their outbound efforts and generate MQL’s. LeadSift added a firepower that not only made a significant contribution to growth but also gave an almost instant ROI.

  

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About Abacus

Abacus is a Facebook and Instagram Advertising agency specializing in advanced social media performance. They are currently the #1 Facebook Ad Agency – working with some of the largest brands helping with their paid social efforts.

 

About LeadSift

LeadSift identifies B2B prospects based on intent signals, qualifies them, and delivers them to your inbox. Whenever a prospect engages with your competitor’s content, or content published within your industry, LeadSift will discover and deliver them directly to you – complete with verified and accurate company and contact info.