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Teraco: Digital Marketing Campaign

Sales Enablement

The Challenge

Teraco came to MO Agency to help them reach more quality enterprise leads and enable their team to sell efficiently and utilise automation to assist them in qualifying leads.

They were looking for a marketing agency to partner with them in their marketing and sales efforts. We assisted in digitally transforming their marketing and sales departments to work together and to execute an account-based marketing strategy.

The solution

We used the complete Inbound Strategy approach and logic when executing this campaign. We ran a campaign to get the leads into the portal via Google Ads and LinkedIn InMail. We retargeted the website visitors and landing page visitors and we added a pop-up on the website with a form download to the same asset.

Teraco - Phones - 2Once the leads came into the portal they were put into a workflow to nurture the MQL’s. The engaged contacts and unengaged contacts were separated and reached out accordingly.

The whole process was automated as much as possible and then the sales team would qualify the leads. We scaled the organic traffic to get more people to the website to convert on the various pop-ups we deployed across the website.


The results

During the campaign, we brought a spike in traffic to the website, organic traffic (through our SEO efforts) had a 28% increase, direct traffic had a 72% increase and overall we generated a 65% increase in traffic.

From that traffic, we were able to capture the visitors' details, with the pop-up delivering 120 leads and overall we generated 364 quality leads to be nurtured and qualified through automation and contacted by sales. These leads broke down into 206 marketing qualified leads, 95 sales qualified leads and 46 new customers.


Our impact

We managed to start reaching enterprise and financial industry customers through the target account strategy. The sales and marketing teams at Teraco can now nurture leads and have a fully automated marketing and sales platform.

We will continue to run campaigns to bring in new leads, nurture them and qualify them. We are working on a content strategy to keep increasing the organic traffic to the website.

We are working on more visual aspects of the business like explainer videos, interviews, infographics .etc to use on the website and in nurture journeys. We are advising on a better UX on the website that will translate to more leads and a better overall experience.


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