Case Study: Environmental engineering firm
The Client
Environmental engineering firm focused on design, manufacturing and implementation of wastewater treatment plants and air emissions treatment generated in industrial processes.
The Challenge
The client was struggling to generate leads consistently, to a point where profitability started to be threatened in the near future if everything stayed the same.
The sales reps team wasn’t getting much traction, and the investment on fairs and exhibitions gave a poor ROI.
Furthermore, the online presence of the company was negligible, which it hurt more than help in terms of company image.
The were only operating in two European countries, with no presence in the global market, where they were really competitive but had 0 visibility.
Our Approach
The client trusted us to completely overturn the downward trend of the company, so we came up with a plan, considering the low success rate they already had with traditional channels.
Taking into account our previous experience with online marketing efforts, we outlined a strategy and also executed it.
The first part of the plan was a first round of customer development, focusing on which were the top clients, which technologies the client really excelled at, and who were the influencers inside the requesting companies.
With that data, we built a website completely from scratch that let the company shine and build reputation within the sector.
This website was also built bearing in mind that we were to deploy an on-going SEO campaign to get traffic, as well as letting the visitors digest the information and let us contact easily.
Next, we developed an annual content marketing plan to get the attention of visitors on Google.
Last but not least, to kickstart the lead generation, we managed an initial PPC campaign to get the ball rolling.
The Results: 4x revenue increase
Results came quicker than expected, and the client was ecstatic, so we’ve kept on working on their marketing efforts for 4 years now.
4 years after deciding to invest on industrial marketing, the revenue increased 4-fold, reaching eight figures in revenue for the first time in their history.
They also were able to get rid of the sales rep altogheter since they weren’t ROI positive unlike the online marketing efforts. Along with some other tweaks, they have also increased their profitability to a 22%.
As a result of the new stream of leads and closed deals, they now have projects implemented in 22 countries in 4 continents. They also are incorporated in 3 countries including the USA and have established solid commerce treaties in 8 countries.
Furthermore, in 2016 they have been recognized as one of the leading environmental R&D firms in the world, and as such they have been funded by many international organisms to develop groundbreaking waste treatment projects in Europe and USA.
