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Ramping LTV with  vertically integrated lead generation and customer success automation.

+18%

LTV Growth

-75%

SLA Metrics

-87%

Prospecting Time

The Client
An industrial chemical distributor looking to increase value for house accounts and expand market share.
About the Client
A privately owned chemical company with a primary focus of supplying both commodity and specialty chemicals to the energy, industrial manufacturing and resource industries.  They faced significant challenges in achieving revenue growth within their existing client portfolio, generating new leads, and nurturing prospects throughout the buying cycle. 
Medium (51-200 Employees)
Size
Alberta, Canada
Location
Lead Generation
Focus Area
AI Implementation
Focus Area
Tailored CLV Growth
Focus Area
Chemicals
Industry
The Problem
Inadequate nurturing strategies.
Inefficient lead generation model. 
The client wanted to expand annual revenue targets by increasing the client lifetime value (CLV) of existing accounts, re-engaging dormant accounts, and gaining market share with new client acquisition. 
 
Viewin identified three core challenges:

1. Inefficient lead generation model with difficulty in reaching high-value, and hard-to-find leads

This made it very time consuming and difficult for the client's SDR team to identify target accounts, conduct research, connect with decision makers, and ultimately schedule meetings. 

2. Outdated and under-utilized CRM, data platforms, and marketing tools

Misuse of the CRM system (i.e. not inputting account activity, notes,  meeting results, contact info, etc.) and lack of alignment amongst the sales team that resulted in inconsistent historical data.
 
3. Inadequate nurturing strategies and customer success campaigns for both new and dormant account

Lack of up-to-date sales and marketing tools, improper and inconsistent usage of the CRM, and lack of consistent historical customer data makes running lead and account nurturing campaigns extremely difficult. 
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Our Approach
We seek empirical evidence through analysis of both the symptoms and the root cause to design meaningful solutions.
We're engineers of excellence.
Our Solution
AI & Data-Driven Nurturing and Lead Generation ABM Strategy.
AI-Driven Lead Generation
  • Implemented an AI-Powered ABM system to identify and target high-value accounts with precision
  • Leveraged predictive analytics to tailor content and messaging, resulting personalized customer experiences
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Lead Nurturing Strategy
  • Implemented an AI-Driven tech stacak
  • Collaborated with the team to create an automated lead nurturing program that engages prospects at various stages of the sales funnel
  • Integrated behavioural and conditionally-triggered engagement actions, such as emails, calls, and content delivery, increasing touch-points with existing accounts and potential leads. 
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Hyper-Targeted Ad Campaigns
  • Implemented frameworks to enable CFR to develop dynamic ad campaigns that adapt in real-time to online user behaviour, focusing on the most receptive audiences
  • Optimized ad spend with AI-Driven insights, ensuring the highest ROI on marketing spend. 
The Results
An automated AI lead nurturing & lead generation engine.

After partnering with Viewin Advisory, the client experienced a transformative change in their marketing and sales processes. 

  • A 120% increase in qualified leads within the first two-quarters.

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  • Sales team efficiency increased by 87%, allowing them to focus on the most promising leads.

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  • A 65% re-engagement rate with dormant accounts, leading to a 18% uptick in sales from reactivated accounts.

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Inflation-adjusted revenue growth from existing accounts. 
+18%
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Reduction in time spent generating leads. 
87%
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