£2.1m in pipeline from demand generation strategy
“Gripped’s communication is fantastic. They are always clear about what they are working on, where time is being spent and what the expected outcomes are. They are flexible and respond quickly when we ask for a change. The way we work together is one of the best things about working with them.”
Blackdot's challenge
Blackdot Solutions is an open-source intelligence (OSINT) platform that helps investigators and analysts understand threats, fight crime and reduce risk. Sales weren't high enough, so Antonia, Head of Growth, engaged Gripped to help accelerate their digital marketing. They wanted to support their outbound sales with an inbound marketing approach that would generate more qualified leads for their sales team.
How Gripped supported Blackdot
During the discovery phase, Gripped led a half-day workshop to understand Blackdot's business objectives, complex offering, ideal customer profile, target personas and what has and hasn’t worked to date. This enabled Gripped to craft a strategy tailored to Blackdot's specific needs and goals.
Gripped started with a website overhaul, mapping out new user journeys in line with the target personas and the natural buying steps they would go through. It was important to have a website that was fit for purpose as this would sit at the heart of the digital activiites. From there, Gripped owned and managed the entire digital go-to-market strategy and execution. This covered digital marketing services across organic, paid, content marketing, martech and website evolution.
Today, Gripped run ongoing campaign optimisation based on performance data and changing business goals. We provide detailed reporting and insights during biweekly meetings and monthly strategy deep dives. Open communication via Slack and email ensures both teams are aligned and able to make quick decisions.
Overview of our partnership
- Site redesign: Redesigned the website with new user journeys mapped out, and continued to evolve the site
- HubSpot integration: Set up HubSpot and trained the Blackdot team on how to use it in line with their processes
- Search marketing strategy: Researched and executed a search marketing strategy across organic and paid
- Thought leadership: Planned, created and promoted high-quality thought leadership across organic and paid social
- Nurturing workflows: Built lead nurturing workflows to properly follow up on and lead score inbound leads based on intent
- Sales enablement: Provided sales enablement processes, dashboards and assets to equip the sales team to convert leads
The results
£2.1M^
in pipeline from demand generation in the last financial year
3 to 50+
leads per month through digital channels
Page 1^
on Google for category keyword 'open source investigations'
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