Company: Intellitactics, Inc.
Contact: Pam Casale, chief marketing officer
Location: Reston, VA
Annual revenue: Confidential
Number of employees: 90
When Reston, VA-based Intellitactics, a provider of security incident and events management (SIEM) solutions, wanted to increase lead generation, it had to confront today's reality: Prior to contacting any vendor, prospects are relying on the Internet to research major purchases.
To work its way into that early-research stage, the company first focused on creating a library of vendor-neutral information, then used that content as bait to attract potential prospects.
It also used Manticore Technology's automation platform to track which recipients were interested in which content, and employed a scoring methodology to pinpoint precisely when those prospects would be prime for a sales call; only then was the lead given to Sales.
That combination of timing and insight has resulted in a 33% higher lead conversion rate and 38% increase in revenue year over year.