Building a regional MQL Lead Generation machine for Silicon Valley based Incorta

Challenge:

San Francisco based startup and data analytics technology leader “Incorta” are interested to develop their business in Egypt and the GCC, yet their brand awareness is non-existent in the region.

Solution:

Development and implementation of a customer journey mapping study and marketing plan to define the expectations, pains, motivations, perceptions, and emotions of prospect customers across each stage within the customer journey. Study findings were used as the groundwork for content mapping and marketing strategy.

Approach:

• Clearly understanding existing pains and motivations of the different stakeholders within prospect organizations across every stage within the buying journey is the starting point to develop an effective B2B communication strategy.
• Various strategic and tactical tools have been planned and implemented including storytelling videos, webinars, LinkedIn outreach tactics, and testimonials to reach out and effectively engage with prospect enterprises across Egypt and the GCC region.
• Insight: B2B decisions are also taken by humans. Like consumers and end-users they have their own emotions, concerns, and motivations which must be addressed to effectively engage them and convert them throughout the customer journey.

Result:

• Generated over 1000 MQL enterprises across the region
• Filled the sales pipeline Raised brand awareness within the target group