Splunk, an eminent software company specializing in traditional and machine-generated data analytics, is a market player helping enterprises gauge valuable insights from data. With a two-decade sojourn of assisting companies build a safer and more resilient digital world, it has helped companies across segments like communications & media, financial services, manufacturing, the public sector, and more. It boasts of a talent pool of 7500 employees, placed across the globe, abiding by its purpose of keeping its clientele’s IT systems up and running optimally.
3200+
High-Qualified Leads
27.1%
Conversion Rate
$4.2M
Sales Pipeline
The Challenge
Splunk wanted an amplified pipeline of opportunities to promote its products focused on AI and Machine Learning for an effective digital transformation. The campaign was directed to capture the attention of C-suite levels, VPs, Directors, and Managers in the Indian market. The timeline to achieve the campaign objectives was a stringent 3-month period. Their prior experience with other vendors offering similar prospecting services did not cut through, impacting their budget allocation and marketing spending. The key was to churn sufficient leads in a short timeframe, at an affordable budget.
The Solution
We realized that to execute this campaign successfully, we needed a two-directional approach. One was to attract, nurture leads, and prime them into high-qualified ones, and the other one was a targeted marketing approach of a particular geography and authority. We deployed our two high-impact programs to materialize their business goals. HiSync™, our double-touch program, helped the prospects engage with two assets. Leveraging lead scoring, we identified high-value prospects demonstrating clear buying intent. Our ABMzing™ framework helped target only the high-value accounts from Indian enterprises.
The Results
The bi-directional strategy helped Splunk get over 3200 leads in the pilot campaign, driving a 27.1% conversion rate that transpired to $4.2 million in the sales pipeline. By entrusting their prospecting efforts with us, they had ample resources to undertake more critical tasks like market analysis and crafting winning sales propositions. Their timely partnership with us helped them minimize acquisition costs, paved the way for an amplified expansion, and skyrocketed their revenue within the required timeframe.
HiSync™
❝
“Partnering with Demand Media BPM led to a rapid transformation of our marketing strategy and a flourishing sales pipeline. Their insightful approach and innovative solutions were instrumental in achieving these results in a short time”.