Integrate’s Universal Lead Management Platform helps media organization deliver 30 percent more leads in one year.

THE CHALLENGE

For the managing partner of a global B2B media organization, it was time for a change. The company, headquartered in Europe with a growing presence across multiple regions, had recently opened a new office in the Middle East. But its manual process for cleaning, de-duping, sharing, and delivering leads to its roster of clients threatened that growth.

The team was bogged down by lead rejections due to incorrect contact information, invalid email addresses, and other data issues. Morale was low. Team members were tired of wasting time on bad data. Growth was limited, and the organization was forced to hire additional team members just to keep revenue moving in the right direction.

They needed a solution that would allow them to run leads against target account lists, dedupe against previously supplied leads, enable fast lead review, data cleansing, and compliance, and deliver consistent, superior lead quality.

THE SOLUTION

In 2020, the company turned to Integrate and the Integrate Universal Lead Management Platform.

With the help of Integrate’s onboarding support, the team quickly learned to set up campaigns so that all information requiring verification was processed through the platform rather than manually.

The impact was immediate. Marketers no longer wasted hours on data manipulation and cleaning. They were able to split responsibilities more effectively: some team members focused on campaign setup, while others managed the increased inbound lead volume with a new focus on campaign delivery.

Once the team understood how to use the software correctly, how to set campaigns up and how to get the information out of Integrate that they needed, we had a much happier team. We even trained additional folks on the Integrate interface, and they’re much happier now that they actually have pivoted away from the manual work and get to have conversations with clients.

Managing Partner at Media Organization

THE RESULTS

The shift to Integrate’s Universal Lead Management Platform enabled the company to deliver 30% more leads in a single year, all without increasing employee headcount. Leadership believes they would have needed to add up to three additional full-time staff without the platform.

The time savings created by Integrate also made it possible to expand a flagship media platform into new global regions, including North America, Latin America, and Asia-Pacific, allowing the organization to run global campaigns on behalf of clients while maintaining lead quality.

Our business grew 100 percent last year and another 300 percent this year. We have absorbed that growth using the same team, post Integrate implementation.

Managing Partner at Media Organization

The company has also seen:

• A major reduction in the time it takes to push leads through quality control and deliver them to clients
• A reduction in the number of lead rejections from clients
• A significant increase in positive feedback from stakeholders
• A decrease in human error, which had been common and frequent with manual processes

The switch to Integrate’s Universal Lead Management Platform helped the organization eliminate silos between internal teams. This led to a more-efficient, more-effective process, one that generated higher quality leads and boosted customer confidence.

“Once they saw that the quality was there, they started to order more volume from us, which in turn helped us to further scale,” the Managing Partner said.

And the increased volume is no problem for them in the long term. In fact, the future looks bright.

“With the revised team structure post Integrate implementation, the team has the bandwidth to manage the increase in volume of leads because of the Integrate software.”