SaaS Growth Case Study: From Zero to 10,000 Monthly Organic Search Visits

THE PROBLEM

2014 was a difficult year for one security software company. They were struggling to generate demand from their ideal buyers. Traditional marketing campaigns had failed to generate the leads they needed to grow. They'd wasted their marketing budget on low-quality contact data, emails, and traditional outbound tactics which didn't generate leads, opportunities, or revenue.

Like many SaaS companies, they had a basic website in place, but no real visibility into what their prospects were actually using it for, or whether they were at all. They had no organic search traffic, and almost no website traffic.

Our SOlution

We set out to develop a scalable lead generation machine: a way to consistently attract right-fit visitors, convert them into leads, and nurture them to the point of sale.

We saw the impact marketing automation could have, and helped the company migrate to HubSpot. Within 3-months, we were able to define an Inbound Marketing strategy, and kick-start the company’s stagnant growth.

Two years on, and our combination of lead generation, conversion rate optimisation and sales process improvements have transformed the company’s growth.
Ryan Law, CMO, Cobloom

THE RESULTS

MONTH-ON-MONTH ORGANIC SEARCH GROWTH

Monthly organic search visits grow from 0 to 10,000 in two years, generating over a hundred contacts per month.

100,000+ WEBSITE VISITS

Cumulative website visits pass 103,000 in January 2016, up from 25,368 in January 2015 and zero in January 2014.

OVER 500 LEADS FROM PPC

Our targeted PPC campaign generates over 500 leads, with a total advertising spend of less than £9,000, and a Cost Per Lead of just £18.

INDUSTRY AWARENESS AND RECOGNITION

The company’s educational blog content has resonated with its target audience, even leading to a politician citing one of their articles in the UK Parliament.

THEIR BEST YEAR FOR NEW BUSINESS (2015)

In just 2 years, this software security company went from being almost unknown within their industry, to dominating application security-related search results, generating a predictable flow of new leads and continually closing new business opportunities.

From Zero to 10,000 Monthly Organic Search Visits

10,000

150

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