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30%
increase in conversions
20%
in revenue within the first year after implementation
Mitigated the effects of the iOS 14.5 Privacy Update
Improved Data Visibility
*Please note that due to a non-disclosure agreement and based on our partner's request, we cannot share any sensitive data of this case study.
Partner
A B2B information security organization
Objectives
Our partner was looking for a data wizard team with experience connecting distinct data sources for B2B enterprise-focused teams to help them measure and visualize their sales pipeline. They had a lot of the bones in place but needed a pro team with a deep understanding of data systems and structure to connect it all, identify gaps, suggest improvements, and build matching dashboards.
They were using the following tools:
Performance Analytics:
Google Analytics, Google Ads, Drift, and Hubspot
To measure actions taken by individual prospects and accounts.
To attribute specific actions to meaningful conversions.
Customer Engagement:
Google Analytics, Google Ads, Drift, and Hubspot
Intercom
Outbound Sales Motion Analytics: SendGrid, Apollo, and Hubspot
To measure outbound campaigns and identify the number of emails, clicks, and calls required for meaningful conversion.
Product Analytics: Mixpanel
To measure actions by individual users on our free and enterprise products.
Website Analytics: Google Analytics
Measure page and CTA performance.
Challenges
Operationalize and measure early-stage outbound sales engine
Connect multiple disparate systems and surface data insights in and outside of CRM
Ensure setup and tracking are accurate
Advising on key goals and implementing them
Build out reporting for KPIs, and set up automated reports that can be sent to various communications channels such as slack.
Implement Server Side Tracking to mitigate the effects of the iOS 14.5 Privacy Update
Goals
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Build automated data integration from each of the listed sources
Identify Actionable KPIs to be added to the dashboards based on current data
Enable storage and management of data in a warehouse to support reporting requirements
Set up reports and dashboards for data analysis and visualization
Create a single source of truth that provides visibility into how key accounts progress from strangers to customers as well as insights into how different channels attribute to meaningful conversions (e.g., website visits, content inbounds, social media referrals, Google Ads, etc.)
Approach
Our recommended approach was to break the project into multiple phases that will build onto each other while taking into account project goals.
360 audit of all data sources with analysis report and recommendations
Implementation Architecture Map
Launch Execution
Data Extraction
Data Discovery
Data Warehousing Implementation
Data Validation
Building Reporting Assets
QA and Optimization
Deployment
Outcomes
One of the key results from this case study was the significant increase in conversion rates for the client's outbound sales campaigns. By implementing the automated data integration from multiple sources, we were able to identify key performance indicators that were previously overlooked and surface insights that allowed the client to optimize their sales pipeline. This led to a 30% increase in conversions from outbound campaigns within the first quarter after implementation.
Another major result was the client's ability to achieve a single source of truth for their data. By implementing a data warehouse and building reporting assets, we were able to provide the client with a comprehensive view of how their key accounts were progressing from strangers to customers. This allowed them to make more informed decisions and allocate resources more effectively, resulting in a 20% increase in revenue within the first year after implementation.
Additionally, we were able to mitigate the effects of the iOS 14.5 Privacy Update by implementing server-side tracking. This ensured that the client's data collection and analysis were not affected, giving them a competitive edge in the market.
Overall, our approach led to a significant increase in conversions, revenue, and data visibility for the client, allowing them to make more informed decisions and drive sustainable growth for their business.
30%
increase in conversions
20%
in revenue within the first year after implementation
Mitigated the effects of the iOS 14.5 Privacy Update
Improved Data Visibility
Solution provided
Here’s what the founder had to say
The delverise team is not only sharp but extremely operational. They have a deep understanding of data systems and structures. They were instrumental in our ability to operationalize and measure our early-stage outbound sales engine, helping us connect multiple disparate systems and surface data insights in and outside of our CRM. We will 100% work with them again for our upcoming data-related projects as we scale
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