How iThink 365 Achieves Targeted Growth with Lead Forensics

About iThink 365

iThink 365iThink 365 is a specialized provider of Microsoft solutions, and HR Connect products focused on optimizing business processes, efficiency and productivity through advanced technology. They prioritize deep expertise in Microsoft solutions and enable their clients to harness the full potential of Microsoft 365, Azure, and the Power Platform.

iThink 365’s services range from intranet transformation,custom applications and community engagement tools, Copilot Delivery and Extensibility POC’s and their own suite of Connect HR productsI all designed to drive meaningful, people-centered success.

The Challenge

As a small but growing business, iThink 365 faced substantial challenges in lead generation. With limited resources and no dedicated sales team, they needed an efficient way to fill their sales pipeline and maintain visibility with clients and prospects.

Previous attempts to outsource lead generation fell short as external services proved ineffective, lacking the in-depth understanding of iThink 365’s unique offerings, which resulted in unqualified leads and wasted resources.

iThink 365 needed an approach that not only aligned with its market focus but also allowed for strategic, relationship-based engagement with clients and partners.

Our Solution

iThink 365 turned to Lead Forensics to address its lead generation challenges by providing visibility into website visitor data, which offered critical insights into visitor intent and engagement.

Lead Forensics enabled them to identify which clients were returning to their site and which specific pages they were interested in. This visibility enabled a more strategic, proactive outreach process that combined personalized follow-ups with real-time data insights.

In collaboration with their Lead Forensics account manager, iThink 365 refined their approach, so they were able to:

Target existing and lapsed customers:
Using Lead Forensics to monitor interest in specific products and solutions, iThink 365 could prioritize warm leads and engage existing and past customers on relevant offerings.

Prioritize high-value opportunities:
By filtering out larger companies (over 200 employees) that were less likely to convert, iThink 365 focused their outreach on companies that matched their ideal customer profile, optimizing time and resources.

Integrate with their CRM to streamline their processes:
Integrating Lead Forensics data with their CRM allowed iThink 365 to streamline follow-ups using AI tools, manage customer relationships, and increase productivity.

This combined strategy enabled iThink 365 to use Lead Forensics not only as a lead generation tool but also as a customer retention and relationship-building resource.

The Result

In the year since adopting Lead Forensics, iThink 365 experienced a significant uplift in client engagement and sales from both new and returning customers. Key results included:

Increased conversion from lapsed clients:
By focusing on existing and former clients with proven interest in specific solutions, iThink 365 reactivated accounts that had previously been dormant or had opted for other providers.

Improved productivity by 30%:
With the use of Lead Forensics alongside AI tools, the Head of Growth at iThink 365 streamlined lead prioritization and follow-up, freeing up time for high-value activities like relationship nurturing.

Enhanced customer retention:
By monitoring website visits from current customers and proactively reaching out when interest was shown in new offerings, iThink 365 positioned itself as a go-to resource for clients’ evolving needs.

Successful lead targeting:
iThink 365 established a clear, repeatable process for qualifying leads and aligning outreach efforts with company size and engagement history, significantly improving lead quality and reducing wasted outreach.

The combination of immediate visitor insights and targeted follow-up has enabled the small but agile team to operate more strategically, driving consistent growth despite limited sales resources. By fostering a relationship-driven approach, iThink 365 has not only strengthened its current customer base but has also opened new channels for business growth and referrals.