LinkedIn management, customer & prospect engagement and lead generation for emerging analytics company

Proposition:

Outsourced customer and prospect engagement desk


Who we are engaged with:

COO


Business case:

The client, an emerging player in the analytics space was looking to engage with customers, prospects and influencers on Social media and use this as a lead generation channel.


Deliverables:

A dedicated social media engagement desk that took over the profiles of a couple of senior executives and delivered the following:

  • Identification of customers and prospects on LinkedIn (banks and insurance companies, Middle East, CEO/ COO/ CMO/ Chief Risk Officer/ Business head).
  • Identification of influencers like industry analysts like Celent, Gartner, HFS, etc covering ME region, management consultants like KPMG/ Bain consulting for banks and insurance companies, Rainmakers like former banking CXOs in Middle East.
  • Connecting with them on LinkedIn and twitter (where possible to identify right handles).
  • Identifying LinkedIn groups/ forums these prospects/ customers are members of and joining them.
  • Sharing relevant industry/ domain content daily as updates and on specific forums and also sharing specific content that may be useful to specific clients or prospects like any stories or reports featuring competition, etc.
  • Engaging with these individuals by tracking role changes, job changes, birthdays and anniversaries and using these are conversation starters.
  • Tracking posts of these individuals and answering/ commenting/ sharing their posts.
  • Inviting them to sponsored events, interesting webinars hosted by industry associations, etc.
  • Running targeted polls/ surveys.

Deliverables:

A dedicated social media engagement desk that took over the profiles of a couple of senior executives and delivered the following:

  • 90%+ coverage of prospects and customers from wish list provided by client.
  • 10+ rainmakers from region connected and in conversation.
  • 4-5 active business conversations created via LinkedIn in past 6 months.

Case Studies