How Tricentis built $5.28 million pipeline in 6 months
CASE STUDY
PAID SOCIAL
VOICE OF CUSTOMER
DESIGN & COPY TESTING
Leads
Exibitor Leads Confirmed Closed
£ Revenue Generated
BACKGROUND
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THE CHALLENGE
Content wasn’t being consumed by the right companies.
Because Tricentis’ growth was focused on the enterprise, this meant appealing to large, risk averse buying groups.
These included a variety of personas including:
- Enterprise Architects
- SAP and Technology Solutions Architects
- Test automation specialists
- CFOs, CTOs
- Heads of Testing Departments
We set out to build creatives that would delivered to diverse personas and appeal to each.
THE SOLUTION
Using the tools below, we helped Tricentis’ build marketing sourced pipeline across 7 product groups in NORAM, EMEA, and APAC.
- Voice of Customer Research
- Creative experiments & A/B tests
- Paid Social optimization (targeting & bidding)
The result over 6 months:
- 53 assets with 106 variations
- 2,533 enterprise leads
- $5.28 million in pipeline
Altogether we’ve reached $12.78M in marketing sourced pipeline over 6 months. Onwards!
THE RESULT
Content wasn’t being consumed by the right companies.
Because Tricentis’ growth was focused on the enterprise, this meant appealing to large, risk averse buying groups.
These included a variety of personas including:
- Enterprise Architects
- SAP and Technology Solutions Architects
- Test automation specialists
- CFOs, CTOs
- Heads of Testing Departments
We set out to build creatives that would delivered to diverse personas and appeal to each.
Orson Francescone
Conference Director at Haymarket Media Group
“Thank you for your hard work in assisting us to achieve our exhibitor KPI. Most of our exhibitors renewed their contracts for 2020 and we cannot wait to improve on that next year.”
