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Acquisio: Boosting Revenue and Reducing Costs Using Marketing Automation

Alexandre Pelletier
Sep 05, 2013

Client Logo AcquisioAcquisio is the the leading Performance Media Platform to buy, track, manage, optimize and report on media across all major Search, Social and Display networks. With more than 4,000 users and 10,000 brands under its management, Acquisio is the multi-channel marketing solution preferred by agencies and marketers alike.

The Plot
At Acquisio, the problem wasn’t lead generation but lead management. All new leads generated by Marketing were sent to Sales and the team was overwhelmed with leads. The result was a loss of qualified leads because lead processing times were too long.

The Happy Ending
Perkuto implemented a comprehensive lead management process based on Marketo and Salesforce. By creating lead nurturing campaigns, building a lead scoring system and automating the lead hand-off between Marketing and Sales, Perkuto was able to help Acquisio get back on track.

Perkuto also developed a custom javascript solution to track marketing campaign lead source and attribution, which was presented during the 2010 Marketo User Summit. See below for a presentation of the detailed case study.

The Moral of the Story
One thing you can’t recycle is wasted time and resources.

  • Increase in the total value of opportunities generated by over 50%
  • Reduce lead qualification costs by 50%
  • Cut the time between lead generation and initial contact by 90%
“Perkuto really took the time to understand our process and came up with a very efficient way to manage our leads. Moreover, by helping us reduce the lead qualification cost by 50%, Perkuto had a real impact on our bottom line.”
Marc Poirier, CMO, Acquisio

 

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