Sophos

182% increase in sales qualified leads.

Utilising complex mathematical modelling to marry awareness to search to CRM.

[GRAPHIC /CASE STUDY]

[01]

Challenge

Sophos is a business with a medium length B2B sales cycle and a huge variance in quality of leads driven by marketing. All marketing was previously focusing on driving lead volume. How could Magic build a media ecosystem that maximised high value sales, rather than one that optimised to all leads equally?

[02]

What we did

  • Developed blended media + CRM reporting & optimisation, then optimised our media efforts to the tactics that most effectively drove sales and not just leads.

  • Built lead to sale nurturing into our campaigns: tailoring bidding, messaging, CTA and landing pages to align with a prospects stage in the sales cycle and drive them towards purchase.

  • Elevated our decision making with data modelling: by building and utilising advanced mathematical modelling to better inform Paid investment and understand the impact of awareness activity.

[03]

Outcome

We increased the volume of sales qualified leads by 182% QoQ after Magic onboarded the account.