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Increasing MQL to SQL Lead Time Conversion and a Robust User Experience Remodel

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Company Overview

Stratus Live is a nonprofit industry cloud solution that connects donors and organizations with nonprofit missions and causes they care about.

Company Goals

Stratus Live aims to allow clients to utilize their StratusLIVE technology better, grow their donor base, and tap into larger networks to showcase their success stories so that the philanthropic sector can benefit from the collective work.



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The Problem

Stratus Live was facing the biggest challenges of increasing the number of inbound leads and reducing the time it takes for marketing qualified leads (MQLs) to convert to sales qualified leads (SQLs). In addition, their outdated "Resources" pages did not provide the best user experience and didn't best display their case studies, whitepapers, etc.

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 The Solution

Solution #1

Scale at Speed Agency accomplished Stratus Live's first goal of increasing the number of inbound leads and reducing the MQL to SQL time by implementing a customized lead-scoring strategy. This step facilitated identifying and segmenting hot, warm, and cold leads, allowing MQLs and SQLs to be easily identified based on a scoring range. Based on the unique lifecycle stages that existed internally at Stratus Live, they replicated these stages as a custom property within HubSpot. Additionally, based on the criteria that the Stratus Live team provided that qualify their lifecycle stages, they built workflows that would automate the contact’s lifecycle stages based on these criteria.

Solution #1

Solution #2

Scale at Speed Agency accomplished Stratus Live's second goal of designing and developing a fresh Resources website page by working closely with their internal graphic designer and HubSpot developer to present a redesign proposal that they were very excited about. The new page incorporated various resources that functioned as conversion points for website visitors, thus turning them into MQLs via automation within HubSpot.

Solution #2

Result

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Result #1

As a result of implementing a customized lead-scoring strategy and replicating the lifecycle stages of Stratus Live, Scale at Speed Agency was able to streamline the lead qualification process and reduce the time it takes for marketing qualified leads (MQLs) to convert to sales-qualified leads (SQLs). With the segmentation criteria in place, they could easily identify and prioritize hot, warm, and cold leads based on their score range. By automating the contact's lifecycle stages based on the criteria provided by Stratus Live, Scale at Speed Agency improved their overall lead management process, which led to a significant increase in the number of inbound leads for the company.

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Result #2

Scale at Speed Agency transformed the original Resources web page into a dynamic HubSpot website page that incorporates videos, blog posts, whitepapers, guidebooks, infographics, webinar recordings, data sheets, and a functional search engine that did not exist in the original version of the page. All of these resources function as conversion points for website visitors, turning them into MQLs via automation within HubSpot.

Conclusion

In conclusion, Scale at Speed Agency’s approach to digital marketing, utilizing a variety of tools and channels to help companies achieve their goals, has proven successful for Stratus Live, a software company operating in the non-profit industry.

By implementing a customized lead-scoring strategy, building workflows that automate the contact's lifecycle stages, and redesigning their outdated resources page, Scale at Speed Agency was able to increase the number of inbound leads, reduce the time it took for MQLs to convert to SQLs, and provide a better user experience for website visitors.

Scale at Speed Agency’s expertise in utilizing HubSpot, WordPress, and Google Analytics, along with other digital marketing tools, has proven to be effective for companies looking to improve their online presence, increase lead generation, and boost their ROI. Their approach is especially valuable for companies in the nonprofit industry that are looking to connect with their audience and showcase their success stories in a way that resonates with donors and stakeholders.

 

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Overall, Scale at Speed Agency’s approach to digital marketing can help companies across various industries achieve their goals and grow their brand in the digital landscape. Their focus on strategy, data-driven tactics, and customer-centric approach make them a valuable partner for any company looking to take their digital marketing to the next level.

1-Jun-09-2023-06-33-48-9993-PM

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We here at Scale At Speed have a dedicated and experienced digital marketing team with expertise across creatives and strategic solutions.  We have the know-how to increase your ROI and achieve the growth you want in  measurable ways.