Rofilabs is a Melbourne based software developer that focuses on helping Australian Tech companies reach their product and resource goals by developing world-class apps and dedicating resources.
THE CHALLENGE
Rofilabs business development strategy was heavily reliant on their B2B lead generation activity using performance channel’s and sales teams reaching out to businesses directly to generate leads. This wasn’t fueling a large enough sales pool for growth and a scalable approach to reach new markets such as Asia and US.
STRATEGY #1: Content Marketing
Through our analysis we identified that Rofilabs needed more educational resources to highlight how their product helps address the key pain points and challenges of their customers. Developing a content strategy and working with Rofilabs we produced blog posts, white papers and ebooks.
Strategy #2 : Media mix
Based on the target audience and business goals we strategised a media mix that would enable high reach and cost effective acquisition. Linkedin: Right audience on the right channel. We used white papers and ebooks to drive awareness and build audience pool for our Webinar events. Google: High intent channel to drive acquisition- people who are looking for our service offering. Facebook: Low cost reach based channel -targeting them with our product ads
Strategy #3: lead nurturing
Reviewing Rofilabs CRM, we identified opportunities to refine their flow and reduce the waste. Incorporating a strong nurture series that filtered MQLs down the right flow with the right messaging to qualify them as strong SQLs. We closed the loop by connecting the CRM into our performance channel so no lead was lost during the journey.
Results
Rofilabs achieved outstanding results with B2B lead generation strategy. rIn In just three months (March-May 2023), we saw a 139% increase in lead generation compared to the same period in the previous year. Our targeted nurturing and retargeting efforts also increased audience conversion rates by 35%. We were able to drive 500+ MQLs per month with an average value of $300/lead.
