How We Helped a Cloud Communications Leader Generate High-Quality Leads

B2B LEAD GENERATION, CLOUD COMMUNICATIONS, CUSTOMER ENGAGEMENT

Empowering B2B Lead Generation for Cloud Communications with Ozonetel

Ozonetel, a prominent player in the cloud communications and contact center solutions industry, aimed to expand its market reach and generate high-quality leads for its innovative cloud communication services in the Asia-Pacific region. To achieve this, they partnered with Adorn Media LLP, a seasoned B2B marketing agency, to devise and execute a strategic lead generation campaign.

The Challenge

Ozonetel faced the challenge of identifying and targeting decision-makers within organizations looking to enhance their customer engagement and communication systems with cloud-based solutions. They needed to not only generate leads but also ensure these leads were of high quality, with the potential for rapid conversion.

The Solution

Customized targeting

Adorn Media LLP started by refining Ozonetel's existing lead list and then supplemented it with additional contacts of key decision-makers from a range of industries across the US region. This comprehensive list formed the foundation of the lead generation campaign.

Multi-channel approach

Recognizing the importance of a multi-channel approach, Adorn Media LLP leveraged various digital strategies, including programmatic advertising, email marketing, and webinars, to engage with the target audience. Programmatic advertising was used to create brand awareness and attract potential leads, while email marketing and webinars provided in-depth information about Ozonetel's services.

Lead qualification

To maximize lead quality, the campaign employed a two-tiered qualification process. Initially, leads were assessed for their fit with Ozonetel's target customer profile and their readiness to engage with the brand. Those meeting these criteria progressed to the next stage, where their interest, authority, and willingness to adopt cloud communication solutions were further evaluated.

Segmentation and nurturing

Qualified leads were segmented based on their level of interest and engagement. Highly interested leads were entered into a lead nurturing program, receiving personalized content and communication to move them closer to conversion. Leads that expressed immediate interest were fast-tracked to the sales team for direct engagement.

The Results

Marketing Qualified Leads (MQLs)

The campaign generated a substantial number of MQLs, including decision-makers from diverse industries within the Asia-Pacific region. These leads were primed for further engagement and had shown genuine interest in Ozonetel's cloud communication services.

Timely results

Within the first month of the campaign, Ozonetel secured 22 high-intent leads, with 35% of them expressing an intent to adopt cloud communication solutions within the next quarter. This quick response demonstrated the campaign's effectiveness in reaching a receptive audience.

Conversion rate

The combination of programmatic advertising, email marketing, and webinars resulted in a 4% conversion rate among the generated leads. The sales team received 80 highly interested and well-qualified leads, ready to explore Ozonetel's cloud communication solutions.

In conclusion, Ozonetel's partnership with Adorn Media LLP for B2B lead generation proved to be a successful endeavour. By utilizing a multi-channel approach, lead qualification processes, and personalized nurturing strategies, they not only generated a significant number of MQLs but also accelerated the conversion of high-potential leads. This case study illustrates the effectiveness of a tailored B2B lead generation strategy in the cloud communications industry.