As an established Managed Service Provider, Sensible was looking to grow their business even more. Previously they relied on cold calling and word-of-mouth referrals, but they knew that wasn’t sustainable. After working to create their internal sales and marketing processes, they realized they didn’t have the time or the expertise to see a substantial ROI. CEO Katherine Spanner mentioned, “As a business leader, I don’t have the time or skills for marketing, and it was becoming the last thing on our list to do.” For Katherine, our key differentiator was that we “have a defined process able to turn our marketing into a real actionable item, without putting a ton of work on us.”
We immediately recognized that Sensible had a great differentiator- their “Sensible” approach to technology. They are extremely practical with their IT services approach, looking to help their clients determine precisely what they need instead of what is flashy. Once we were able to fine-tune this value, we made it a pillar of their branded messaging and content. From there, we helped onboard them to Hubspot’s CRM that would help integrate their marketing into their business and established documented sales and marketing processes for lead generation to attract, educate, and convert prospective clients.
Once the foundation was laid, we could level up Sensible’s marketing strategy by defining verticals for them to target their marketing. Instead of spending money on marketing to a large geographic area and getting little traction, we hyper-focused on industries that proved to be great high-value clients.
Katherine mentioned that with our help, she has grown her network and position Sensible as an intelligible industry leader. She said, “Our name is out there; we are getting great engagement on our content, that is now consistently being posted.” When Katherine started with us, she had about 200 connections on LinkedIn, and now six months later, we have helped her have meaningful conversations and interactions with a network of over 3,000 connections.
With their name top of mind, targeted audiences, and educational content leading prospects to the services they need, Sensible has found great success. With our sales framework, Katherine noted that she had to quickly onboard a new salesperson to help follow through on the qualified leads we were generating and provide that extra personal touchpoint. Now that they are equipped with the tools, knowledge, and content necessary, Sensible has the cohesive marketing and sales ecosystem they were looking for.