Case Study

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Challenge

Since 1987, Integral Solutions Group (ISG) has been a highly reliable technology provider for a number of leading companies in a variety of industries. By providing comprehensive IT services and solutions to large and mid-size businesses, ISG has a reputation for being a trusted industry expert. They had a big digital marketing problem however: they had struggled with online advertising, often paying high hard costs only to bring in more job applicants than new prospects/customers. They are also in a very competitive space—with an already high average cost per lead—and even worse, they were reaching the wrong audiences with their ad spend.

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Strategy

After conducting industry research and truly understanding their business model and customer base, FUEL developed a new content strategy to build brand awareness and convert more quality business leads—specifically technology decision makers in key verticals. This strategy relied heavily on creating white papers and blog posts on behalf of the client and using LinkedIn and Facebook advertising to drive traffic to these new content offers.

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Results

This strategy has reduced their average cost per lead by -88%, and consistently delivered qualified sales leads who are interested in the client's services.

Our strategy has worked remarkably well and has served as a sustainable lead-gen model for the long term. After an initial test period, and with a nominal budget, ISG was able to bring in one of the largest retainer clients they had signed to date—a client they likely never would have secured had they not taken the chance to try a strategic digital marketing plan.

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Numbers

300%

Increase in qualified monthly leads.

-88%

Decrease in cost per lead.

The FUEL team is amazing. Their digital knowledge, business savvy, and passion to create real-world solutions has helped us increase our sales by more than 40% over the last year.

— Kim Mann, VP of Sales & Marketing
Integral Solutions Group

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