BMC Achieves 17x ROI and $2M in Revenue
With a high conversion to opportunity percentage, BMC was able to increase revenue and drive exponential growth with Digitalzone’s strategic insight.
Revitalizing lead gen.
BMC Software turned to Digitalzone for a targeted, strategic approach to B2B lead generation, optimizing lead quality and driving revenue growth in a fiercely competitive market.
The Problem
The BMC Group faced a significant challenge in their lead generation efforts. Specifically, they needed to find a way to secure new leads from their target account list and provide their local Inside Sales team with high-quality leads. Additionally, BMC Group sought to drive pipeline growth for new business and achieve their targeted Demand Center Pipeline (DCP).
Unfortunately, the company was struggling to meet these goals due to a cluster of problems they encountered with their leads. To address these challenges, BMC Software recognized the need for a third-party solution to help improve lead quality and drive pipeline growth.
Digitalzone’s Solution
Embracing a beyond ordinary approach, Digitalzone addressed BMC Software's lead quality challenges through a combination of strategic tactics and precise execution. The team's solution was two-fold. First, high-quality leads were provided that matched specific job titles, locations, and purposes from their extensive 105 million business database. This enabled BMC
Software to access leads that were more likely to convert into profitable business opportunities.
Second, Digitalzone offered a low cost per lead (CPL) that helped BMC Software stay within their budget and achieve their revenue goals. By leveraging Digitalzone's expertise and
capabilities, BMC Software was able to implement a targeted and effective approach to lead generation, resulting in a sustainable and profitable pipeline of high-quality leads.
The Result
BMC Software's sales team achieved a remarkable
surge in performance thanks to outstanding lead
generation and conversion rates. By generating over 5,000 leads and 2,561 Marketing Qualified Leads (MQLs) and achieving a conversion rate of 23.4% from MQL to opportunity, BMC Software booked over $2 million in revenue for their Demand Center Pipeline.
Digitalzone's strategic and targeted approach to lead generation played a significant role in this success, with a confident 49.5% lead to MQL conversion rate that effectively eliminated BMC's anxieties about lead generation. Through a comprehensive and effective demand center pipeline, BMC Software achieved sustainable business growth, establishing themselves as a leader in the highly competitive B2B landscape.
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