CSI's $2.5M Revenue Lift Using Lead Forensics

About CSI Ltd

CSI Ltd is a technology Managed Service Provider (MSP) specializing in hybrid cloud, data protection, and enterprise-grade infrastructure services. With a complex and niche target market, CSI needed an efficient way to improve their lead generation and drive revenue, while addressing challenges in website performance, marketing technology, and data management.

The Challenge

Before CSI’s digital transformation, their website received a high volume of traffic but lacked relevance, with bot traffic and irrelevant keywords being major issues. They weren’t identifying their anonymous website traffic and their lead generation efforts were yielding only two to three leads per year, none of which were converting into closed sales. CSI needed to optimize their digital strategy to increase organic traffic, enhance the customer journey, and drive relevant leads to their sales team.

They also faced challenges with outdated marketing tools, poor data visibility, and data degradation, which impacted their ability to generate accurate and actionable leads. Additionally, they needed to address the issue of maintaining data recency, ensuring the quality of leads passed on to the sales team.

Our Solution

Caine Bird, Head of Marketing & Communications at CSI masterminded the transformation of their digital strategy. He chose Lead Forensics for immediate website visitor identification and integrated it into their CRM system, Salesforce. This allowed the marketing team to pass actionable leads directly to the sales team based on visitor intent and behavior.

By utilizing Lead Forensics’ data, CSI could pre-qualify leads, ensuring that only the most relevant prospects were pursued by their sales team. They also worked on improving the quality of their data to reduce degradation and enrich leads through automated workflows.

CSI conducted a thorough audit of their website’s performance, content, and SEO strategies. They focused on improving the visibility of relevant pages, reducing clicks for users to access key information, and optimizing the user experience (UX) using Lead Forensics insights.

The Result

CSI experienced a significant uplift in their lead generation and revenue:

650% Increase in Lead Generation: CSI went from generating 2-3 unqualified leads per year to closing out the first year with over 30 qualified organic leads.

$2.5 Million in Inbound Revenue: By the end of the first year, CSI saw over $2.5 million in revenue generated from inbound leads.

Improved Data Integrity and Sales Alignment: The enriched data passed from Lead Forensics into Salesforce helped the sales team reduce cold calling efforts and focus on high-intent, high-quality leads, improving their efficiency and closing rates.

Reduced Marketing Costs: CSI were able to trim unnecessary tools from their MarTech stack, streamlining processes while maintaining a high level of data visibility and performance tracking.