CloudBlue

Read how R2i built a scalable, high-performance demand generation engine to capitalize on target market opportunities for a cloud commerce digital transformation

Industry
Technology

Services

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.

01Account-based targeting media to reach a highly targeted list of prospective and existing businesses

02Landing pages offer gated content and event registration to capture contact information

03Ensure internal alignment and build up content development machine

04Build brand awareness, drive thought leadership, elevate focus on key topics

Impact

Demand Generation Engine

Leveraging paid search, social, and content syndication, R2i generated over 2500 leads to drive demand and feed the sales pipeline
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
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

Challenge

Solution

Impact

Demand Generation Engine

Account-Based Marketing Practice

Amplify Brand Awareness

The Goods