Learn how the drpgroup used Lead Forensics to land a bounty of new business, including one very big client, by identifying their anonymous website visitors. Discover how this lead generation software made it all possible for drpgroup, and ensuring an ROI of 2100%!

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Track your B2B prospects
online journey
Presented by:
Ray Wright
Head of Partnership
Lead Forensics
Callum Gill
Marketing Manager
drpgroup

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Integrated communication and production specialist group of agencies:
• drpvideo
• drpevents
• drpdigitalmedia
• drpdesign&print
Who are drpgroup?

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drpgroup clients

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• Outdated website and no idea
what was contributing to the
business
• Using Google Analytics but not
comprehensive enough
• Wanted full analysis of
everything onsite and measure
impact of new website versus
the old one
The problem

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Using Lead Forensics drpgroup were able to see details of
exactly what was happening on their website:
• Businesses that visited their site
• Which pages they spent time on and how long
• Which channel they came from and topics most interested in
• Identifies traffic generated from large sponsorship and events
that previously unable to track
Immediate benefits – solid metrics of site visitors
The solution

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Categorise by:
• Prospects not qualified
• Hot prospects
• Hot not qualified
• Clients
• Competitors
• Venues – for venue sourcing
• Press
Generate new business

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• Focus on the right visitors, filter by hot prospects, pages
visited and target based on services and case studies
viewed
• Use LinkedIn to identify relevant job titles in network
, normally Head of Communications
• 9 times out of 10 its the Head of Communications or
Communication Manager that has been on site
• drpgroup invite to hospitality event, next stage Head
Office tour
• Build relationship with prospect ahead of the pitch stage
Generate new business

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Invaluable for sponsorship of events - drpgroup can see
web traffic spikes. Identifies which external links are driving
prospects and visibility of what they are looking at.
drpgroup achieved a 2100% return on
investment from Lead Forensics in year 1
The benefits

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• Lead Forensics identified Jaguar Land Rover visited
drpgroup’s site
• Jaguar Land Rover were categorised as prospect not
qualified, drpgroup continued to track how many times they
came back to their website
• drpgroup chose not to make contact straight away, but to
monitor their next actions
• Lead Forensics identified Jaguar Land Rover returned to the
site, looking at digital, video and event solutions
• It was obvious to drpgroup that Jaguar Land Rover were
looking for an internal communications solution and using
LinkedIn they identified the Head of Internal Communications
How drpgroup landed
Jaguar Land Rover

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When they placed a call to the Head of Communications he said:
That’s funny I’ve been looking at
your website.
How drpgroup landed
Jaguar Land Rover

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• Contact invited to a Royal Ascot event, allowing both
parties to learn more about each other
• Immediately after the event drpgroup saw a spike in web
visits from Jaguar Land Rover - resulted in the
communications team touring the drpgroup Head Office
• drpgroup saw yet another spike in web traffic after the
Head Office tour, which they later found out was the
senior management team visiting their site
How drpgroup landed
Jaguar Land Rover

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drpgroup pitched for and won a video project
with Jaguar Land Rover.
Since then they’ve worked on numerous
projects together, their relationship keeps
growing and the projects keep coming.
How drpgroup landed
Jaguar Land Rover

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Primary driver for Lead Forensics:
• Extremely useful sales tool
Secondary benefits:
• Provides in-depth visibility of site visitors and their actions
• Insight allowed drpgroup to adapt how their website is
managed
• Visibility of what does and doesn’t work on their
website, identified what they needed more of to drive more
traffic and engagement
• Ability to see length of time prospects spend on site and what
they look at is great for lead generation and also helps to
manage the site more effectively
Benefits

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Intelligence from Lead Forensics has enabled drpgroup to:
• Double web traffic on a monthly basis
• Increase page views by a factor of 2.5
The ROI of 2100% speaks for itself and removes hours
and hours of work. Lead Forensics is so simple to use
due to its intuitive nature. I don’t hesitate in
recommending Lead Forensics.
Callum Gill, Marketing Manager drpgroup
Story of success

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0203 131 3250
mwl2013@leadforensics.com
www.leadforensics.com
@leadforensics #mwlive2013
Slides can be downloaded from www.leadforensics.com
Download “IP tracking to drive ROI” at
www.leadforensics.com/leadtrackingdrivingroi
http://bit.ly/VOp4eD
Visit Lead Forensics at stand A413 for a product demo