Successful story about how certainly one of G2’s clients, MoEngage, leveraged G2’s market to spice up model consciousness, set up credibility, and drive demand for his or her buyer engagement platform.
Extra on the total story beneath:
MoEngage is an insights-led buyer engagement platform constructed for customer-obsessed entrepreneurs and product homeowners. MoEngage allows hyper-personalization at scale throughout a number of channels like cellular push, e mail, in-app, net push, on-site messages, and SMS. With AI-powered automation and optimization, manufacturers can analyze viewers conduct and have interaction shoppers with customized communication at each touchpoint throughout their lifecycle.
Increase model consciousness, drive demand, and accumulate buyer insights
Whereas MoEngage had a superior product and excessive buyer satisfaction, the workforce seen they weren’t in a position to seize the eye of potential patrons. They knew they wanted extra social proof of their superior product and excessive buyer satisfaction to enhance their conversion charges with high-intent G2 market guests.
Moreover, they had been hoping to drive extra demand for his or her product, and perceive extra about their patrons to be able to shorten gross sales cycles.
Scale G2 Opinions and make the most of G2 Purchaser Intent Knowledge
As a way to set up themselves as a dependable, credible model, MoEngage got down to scale the amount and high quality of the critiques on their G2 product profile. This might construct belief with G2 Profile guests, and earn MoEngage a greater place on the G2 Buyer Engagement Grid Report. As a way to guarantee their critiques could be each complete and trustworthy, they’d focus their marketing campaign on clients with excessive well being scores.
As soon as model and repute was established via assessment assortment, MoEngage deliberate to show these profile visits into a requirement gen driver. By leveraging G2 Purchaser Intent alerts, MoEngage would be capable to construct complete account primarily based advertising campaigns focusing on accounts that visited their profile, their class, their rivals’ profiles, or in contrast them in a side-by-side comparability. This ABM play would shut the hole between the advertising and gross sales groups, and ship constant, related messaging to in-market patrons all through the client journey.
MoEngage kicked off their assessment assortment initiative by implementing an e mail marketing campaign to their prime clients.
They adopted a structured, 3-step strategy to drive assessment assortment on a quarterly foundation:
- Goal particular accounts with excessive well being scores utilizing their pre-build e mail marketing campaign
- Attain out on a 1:1 foundation to 3-4 high-touch customers per account
- Companion with their devoted G2 Buyer Success Managers to determine finest practices and suggestions for driving probably the most real, complete critiques attainable
Subsequent, MoEngage operationalized their G2 Purchaser Intent Knowledge. They leveraged G2’s integrations to Hubspot, Salesforce, Google Sheets, and LinkedIn Matched Audiences by sending purchaser intent alerts to the databases MoEngage’s advertising and gross sales groups used most.
This powered the advertising workforce to create automated, customized e mail and LinkedIn advert campaigns to seize demand of in-market patrons. As soon as certified, these MQLs could be despatched to gross sales to filter and prioritize outreach primarily based on account kind, identify, and exercise.
Lastly, MoEngage arrange lead scoring in HubSpot as a solution to prioritize accounts for nurture campaigns. It additionally made it attainable to determine who’s a “sizzling lead” primarily based on lead scoring, so the lead may very well be pushed from an MQL to an SQL at a fast tempo.
improve in critiques in a single yr generated since upgrading their G2 profile
increased assessment rely led to a rise in G2 product web page views
hIgher G2 site visitors, which translated into a rise within the variety of customers being directed to the MoEngage web site from their G2 profile
increased site visitors to their G2 profile. This led to extra Purchaser Intent alerts to focus on utilizing G2’s LinkedIn Matched Audiences integration, leading to a major improve in conversion.
40% increased conversion of in-market patrons resulted in over 500 advertising certified leads
Greater than 360 gross sales certified accounts had been influenced by MoEngage’s G2 profile
by ramping up their G2 profile, gross sales influenced over 130 alternatives
Higher insights, extra critiques
After working a complete assessment marketing campaign and using Purchaser Intent Knowledge all through their tech stack, MoEngage was not solely in a position to dramatically improve their model consciousness and demand.
Higher but, they’re additionally a frontrunner in seven classes together with:
- Cell Advertising
- Push Notifications
- Cell App Analytics
- Advertising Automation
- Advertising Analytics
- Buyer Journey Analytics
MoEngage was additionally featured as one of many High 50 Software program Merchandise for Entrepreneurs’ globally.
BONUS VALUE: MoEngage was then in a position to parlay their excessive rating on G2’s Grid Report by sharing G2 Content material of their blogs, social media campaigns, and Google Advert copy to spotlight their growing credibility.
“As soon as we started driving site visitors to G2 to scale our critiques, all the things else fell into place. We lastly had the information we would have liked to raised perceive our patrons, goal the fitting in-market accounts, and win offers in opposition to main rivals, simply as we got down to do.”
Arti Dinesh Prasad
Head of Social and Paid Media, MoEngage
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