Have you looked at your lead generation process and thought, "There's got to be a better way?"
thinQ felt the same way. As a communication and telecom company, they know a thing or two about communications — and they knew there had to be a better way to connect with companies interested in their services.
ThinQ is a communications platform and a set of APIs that help businesses power their voice and text messaging applications through the power of the cloud.
Headquartered in the heart of North Carolina’s growing Research Triangle Park, the thinQ team is a pioneer in the telecom industry. Which means they needed an unusual solution to outpace their competitors.
Tim explained the company's goals this way:
We make it easy for our customers to purchase phone numbers for inbound calling, bringing their own carriers via SIP trunking, to Twilio, Nexmo, and Plivo. They also make it easy to route domestic toll-free and international calls over the Internet, and again, through VoIP and SIP trunking.
Tim McLain – Director of Marketing at thinQ
One of the biggest parts of their business is text-enabling phone numbers to send enterprise-grade mass quantity SMS and MMS campaigns. That's everything from 2FA to actual marketing campaigns, and all the fun regulatory issues that go along with that.
As one of the only companies providing access to call-specific analytics, they know the power of data. Which is one of the reasons they turned to Leadfeeder to reach their marketing goals. 🚀
With so many SaaS solutions on the market, it can be a challenge to figure out which one will actually deliver results. So why Leadfeeder?
I chose Leadfeeder because I had some experience with it at a previous gig. We weren't making great use of it, but we wanted to be able to unmask our website visitors. So we made a substantial, almost $100,000 investment in a really big SEO project right after I came onboard at thinQ.
We knew right away that if we were gonna make that investment, one of the things we had to do was once the Google search impressions went on the rise over the next 18 months, which is the average return on an SEO project, we needed to unmask every single visitor that was coming to the website.
Originally, they were considering adding HubSpot to their toolset. HubSpot has a ton of basic technology built-in, but they quickly realized it doesn't do a very good job of unmasking folks who hit their site — which is where Leadfeeder shines.
That's when they turned to Leadfeeder. Since then, the ThinQ team has made significant headway in their marketing goals with the help of Leadfeeder.
(Read more on Hubspot vs. Leadfeeder here.)
How does Leadfeeder work to drive thinQ's marketing? Reaching senior-level managers is tough. These folks often don't answer their own phones, they don't return sales calls — they're busy folks. As a communications company, thinQ knew there had to be a better way to find and follow up with their ideal customers —and Leadfeeder does just that.
The greatest benefit of Leadfeeder is it delivers the largest number of unmasked website visitors. But that's not the most compelling reason why they love Leadfeeder — they also love the ability to set up custom feeds to make sure they can get folks who meet specific criteria and filter over to the sales team fast.
By leveraging Leadfeeder's Slack integration, they've set up an automation that sends visitors to their pricing and demo page right over to an account executive in real-time. Then they're able to cherry-pick those to find the best of the bunch.
thinQ's favorite Leadfeeder features include:
Tim also recommends:
Make sure that you're making the most out of your website visitors outside of doing deep dives into Google Analytics, which nobody wants to do.
It's really worth his weight in gold, I think, because I'm already spending lots and lots of other dollars on other marketing projects that are driving net new visitors to my website. I have to know who those people are to the best of my ability, and Leadfeeder helps make that a reality.
Most SaaS do one thing really well. Leadfeeder helps uncover hidden leads by tracking IP addresses so businesses can follow up with warm leads.
But that's not all we do. We also work well as part of your marketing and sales stack.
Using Zapier, thinQ connects Leadfeeder and G2 information. So, if a customer is hitting certain pages on G2 and also visiting their website, they are able to connect the information and see that not only is the company looking for telecom solutions, they've also landed on the thinQ website.
But the proof is in the pudding. Here are the results:
We've had 11 meetings set during the last 30 days that we can attribute to [the combination of Leadfeeder and G2]. We have eight of those 11 completed meetings. Three of them are in different sales stages, sort of stage two through six, on their way to hopefully closing. I can give G2 credit for three of those meetings 'cause they directly came from G2, but the rest of them, the other eight are because of Leadfeeder.
Eight meetings in a month might not sound like a ton — but at the enterprise communication level, that can result in thousands of dollars in contracts.
In Q1 of this year, thinQ surpassed its sales goal by almost 30 percent. And they expect to see the same growth in the next quarter with the help of Leadfeeder and G2.
Leadfeeder helps tech companies find and follow up with leads by turning anonymous website visitors into qualified leads. Want to see how we can help your company improve your lead gen process? Start with a 14-day free trial.