Copenhagen Optimization offers consultancy and software solutions to Airports. Their software solutions and services help Airports forecast and manage traffic more efficiently, improving throughput, resource utilization, and customer experience.
To design and implement an Account Based Marketing (ABM) program for priority prospects and set up a digital lead generation process from website to Salesforce.
Phase I: ABM Program
Customer need
Develop and implement an Account Based Marketing program for priority prospects.
ARPEDIO support
Strategic guidance and design of strategy.
Support in mapping and identification of contacts and personas, and support in design of game plans for priority clients.
Results
Defined personas and activity plans for targeting accounts and defined KPIs as success measures.
Feedback
“Since implementing the ABM setup we have doubled the size of our new business pipeline. We see the digital lead generation as the foundation for sales success delivering a significant improvement in our ability to identify and mature leads in a structured way. The team at ARPEDIO did a tremendous job in identifying the right work path –quick wins and high ROI.”
Phase II: Marketing automation setup
Customer need
The vision was to create a light digital marketing and CRM setup to support lead generation.
ARPEDIO support
Setting up and educating on ActiveCampaign to facilitate targeted marketing campaigns and lead engagement.
Results
Set up of lead flow from website to ActiveCampaign to Salesforce. Supported creation of the COVID-19 campaigns to source leads.
Feedback
“COVID-19 turned our way of working upside down, and we had to act quickly. Without a digital channel and all events cancelled we had no ability to generate leads. Together with ARPEDIO we successfully turned the crises into an opportunity and effectively set up a light digital marketing setup matching our size and needs. Thanks to this project and despite the crises our pipeline has doubled.“
Phase III: Salesforce setup
Customer need
Utilize Salesforce to design and implement a lead opportunity process for an ABM program.
ARPEDIO support
Structuring data, automations, campaigns, and dashboard to target accounts.
Results
A defined lead process and campaign mapping to support the lead flow from creation to opportunity. Created reports and dashboards to follow KPIs.
Feedback
“It was important for us to ensure we had the right foundation to manage all new leads in a correct and efficient manner utilizing available salesforce applications in the best way possible. ARPEDIO with their high expertise ensured this. I only wish we had partnered up with ARPEDIO 2 years ago!”
An ActiveCampaign and Salesforce setup to facilitate a comprehensive lead flow and targeted campaigns to support the Account Based Marketing program for priority clients.
The solution included a lead and campaign process from ActiveCampaign to Salesforce as well as an operational setup for ActiveCampaign with the following features included: Landing pages, automations, forms, lead scoring and nurture emails.
+45 31 62 96 37
[email protected]
linkedin.com/in/pauljurshansen
Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation.
+45 31 62 96 37
[email protected]
linkedin.com/in/pauljurshansen
Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation.
Boost win rates and reduce sales cycles. Enhance forecast accuracy.
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