MatrixCare was struggling with B2B lead generation, specifically from the life plan community, which was a potential key market for their products.
The data in their sales system was old and their leads database was disorganized and needed updating.
MatrixCare was formerly called AOD Software and some prospects still recognized them by that name. They needed a consistent messaging strategy to ensure prospects were not confused.
Identified the key profiles and personas within the life plan community, and saw their Retail Tracker as the ideal product to market.
Sourced new leads from a combination of different tools and databases.
Educated leads through an ominchannel approach of email, chat and social, with messaging about how the Retail Tracker solved their specific pain points, to book qualified appointments.
Used HubSpot to track and monitor leads, and to simultaneously clean their existing database by eliminating old contacts and filling in gaps for any useful prospects.
Sourced 22,000 new leads, and cleaned & verified 7,000 contacts from their old database.
Generated 67 qualified appointments from the life plan community, which is a highly specific network. 49 of these were dining directors, 10 were financial directors or CFOs, and 4 were clinical directors.
Created a $1 million dollar opportunity
Seamlessly integrated HubSpot into their b2b lead generation strategy without having to train the MatrixCare sales or marketing team.