Software company Nimbus Partners: increased revenues by dramatically improving lead generation

The client

Nimbus develops and implements a process mapping and performance management solution called control-ES, which enables strategic initiatives to be adopted consistently throughout an organisation. Using this solution, organisations can measure and gain visibility of end-to-end processes throughout the organisation, define each individual's role, responsibility and accountability, and actively promote collaboration between departments, functions and individuals.

The challenge

Nimbus wanted to increase its reach and generate more and better leads for its salesforce.

The solution

Nimbus designed and implemented an innovative approach to generating qualified leads. This uses a web-based solution using rich content to generate leads, followed by telemarketing to qualify them. In addition Nimbus designed and implemented an event programme based on thought leadership relevant to the challenges faced by Nimbus' clients which they used as part of their nurturing programme.

Results

Sales in the current year grew by 50% with marketing costs reducing by a third. Nimbus is now well on its way to another record year in 2006. The company has sustained its position in the Deloitte Fast Track 50 as one of the UK's fastest growing technology companies for a fourth consecutive year.

What they said

"Marketing requires a disciplined approach and can be revenue focused and judged by the numbers. The results already speak for themselves; qualified leads up by 700% the most recent quarter vs. previous, new opportunities from our partners up 63% over the same period. At the same time, we were able to reduce our marketing costs."