Reaped USD 650,000 in
new revenue

Key account management | United States 🇺🇸
Milind Katti

Honest Inbound Agency

I strongly recommend Znbound if you are looking to get started with Inbound Marketing. You just need to tell them your growth goals and they will not rest till they find a way to achieve it. Znbound has supported DemandFarm for the last two years in creating a predictable revenue pipeline. We know exactly our ‘new’ expected MRR for the next month. Great Team

Milind Katti
DemandFarm, COO
DemandFarm

DemandFarm

DemandFarm is a Key Account Management Software system solely focused on addressing unique challenges that Key Account professionals face. With focused functionality the software allows all stakeholders of strategic, Key and global account programs to intensively cultivate, build, harvest and profitably grow the organization’s most valuable relationships.

Problem

Getting the first level of customers from known referrals, DemandFarm hunted for a key channel which can help them win a good number of qualified leads to grow beyond.

Solution

Iterated continuously for over 6 months using agile inbound marketing to determine the right strategy for predictable revenue growth.

Impact

150%
TRAFFIC
80%
LEADS
210%
CUSTOMERS

7 Commercial Keywords in Top 5 with combined search volume of 1410

The Growth Playbook

Relentless inbound marketing
Blogs and Pillar Pages
Search Engine Optimization
Keyword Strategy - Category Winner
Keyword Strategy - Category Winner

SEO plan to rank on the top 5 for all the keywords under the category of “key account management.”

Guest Blogging
Guest Blogging

In addition to off-page SEO, this also helped in getting referral traffic from guest bloggers and influencers.

Social Media Campaigns - LinkedIn Sponsored Content
Social Media - Creatives
Newspaper Theme
Newspaper Theme

Why?

Sales Operations CXOs are a prime persona. They usually read the top financial newspapers. Hence, this creative.

BOT Theme
BOT Theme

Why?

BOTs are occupying many a boardroom discussion. Thus, this creative to ride.

Website Redesign

Redesigned landing and product pages to ensure best practices are followed and to ensure optimal conversion rate by providing user with the optimal user experience.

CTAs
Take a Free Trail
Take a Free Trail CTA
eBooks
Webinar

If no Org chart, then no key account management (Thought Leadership & Product Demo)

What?

Webinar involved Veracode - one of the key clients of Demandfarm explaining how they built strategic relationships with their key accounts using DF’s Org Chart.

Why?

Webinars help the Sales team to generate qualified leads by re-purposing content and act as a platform to engage with them directly for closing deals.

88
REGISTRATIONS
42
ATTENDEES
8
QUALIFIED LEADS
5
CLOSED DEALS
Workflows - Lead Nurturing
New lead - 10 week nurture campaign
New lead - 10 week nurture campaign

What?

The Workflows sent out several emails over a 10 week period providing the leads with relevant information in the from of articles, blogs, ebooks and more

Why?

To ensure that leads get engaged during the buying cycle and are being fed with the right kind of content to convert them into a customer.

Pricing page visitor conversion
Pricing page visitor conversion

What?

The Workflow triggers emails when the contact follows a commercial intent behaviour in the website like visiting product pages followed by pricing page.

Why?

To ensure that the lead gets the right information to move forward and close the buying process.

More success stories

Growth continues