
CloudBlue
Read how R2i built a scalable, high-performance demand generation engine to capitalize on target market opportunities for a cloud commerce digital transformation
Challenge
Build a scalable, high-performance demand generation engine to capitalize on target market opportunities for cloud commerce digital transformation:
Build the Brand: CloudBlue, a subsidiary of Ingram Micro, had limited brand recognition with a small but critical target audience of high-value prospects.
Drive Pipeline Velocity: Generate qualified leads and nurture them through an extended, complex sales cycle while supporting a newly formed sales and marketing organization.
Solution
R2i built an integrated program that would resonate with and activate the ecosystem of current customers, potential partners, analysts, and SMB customers — making CloudBlue the strategic choice and long-term bet for successful enterprises.
Combined the best of Account Based targeting to efficiently reach a small yet diverse audience, with relevant content to resonate with all levels of the buying team. Targets were engaged contextually in brand media, direct response communications, events, and high-value nurture streams.
R2i leveraged an existing partnership with Fortune to bring immediate brand credibility and drive higher volume of relevant, timely content.
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Impact
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Demand Generation Engine
Leveraging paid search, social, and content syndication, R2i generated over 2500 leads to drive demand and feed the sales pipeline
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Account-Based Marketing Practice
Defined and built an end-to-end marketing and sales operation to deliver strong, foundational ABM that closes more deals faster
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Amplify Brand Awareness
Quickly positioned CloudBlue as a thought leader and brand contender through select media partnerships, creative campaigns, and content plus SEO
The Goods
- Demand Generation, ABM and Campaign Strategy
- Media Planning & Execution
- Campaign Concepting & Execution
- Governance & Account Services
- Data Services
- Marketing Automation & Reporting Consultation