Case Study: Lead Generation
Challenge
Appeal to a Niche Market
Kazoo was tasked with creating a population of “warm” sales leads for a national health care consulting company. Kazoo’s B2B experience dictated the need to appeal to a niche target audience comprised of hospital board members, C-suite decision-makers and senior-level HR executives.
Strategy
Establish the Client
We established our client as an industry thought-leader despite being outspent 10-to-1 (budget under $10,000) by their competitors. Kazoo recommended multichannel trade media sponsorships centered on cost-per-lead, whitepaper distribution and retargeting designed to nurture leads during a six- to eight-month sales cycle.
Result
Downloads of Success
From our tracking, as well as client input, Kazoo can report hundreds of whitepaper downloads and three program renewals within a span of four months. Considering that a national audience pool is minuscule, hundreds of downloads represent a huge engagement rate and a successful campaign.
