INFUSE Meets MOI Global’s Demanding HQL Quotas with a 252+ Million Audience and Timely Client Support

About MOI Global

MOI Global is a digital B2B agency with offices in London, Singapore, New York, Dubai, Munich, and Sydney.

The company has gained a foothold within the industry and in 2019 MOI Global was awarded B2B Agency of the Year, Gold at the B2B Marketing Awards, and Gold at the Independent Agency of the Year.

MOI Global splits its services into four categories

• Creative: Content that “turns heads.” The agency helps clients build a positive brand perception with data-driven campaigns and experiences.
• Digital: Customer journeys are planned with buyer intent data and supported by martech and adtech to appear on clients’ screens at the right time to help drive sales.
• Account Based Marketing (ABM): With a unique Account Based Experience (ABX) approach, MOI Global adjusts account-based marketing campaigns according to customer insights and the likelihood of positive conversions.
• Experiential: In-person events, hybrid (digital and in-person) and virtual experiences. MOI Global has KPIs to track engagement at each event and creates a follow-up strategy with attendees.

The Challenge

As a full-service agency, MOI Global operates digital demand generation campaigns for some of the world’s most established technology companies in Europe, North America, and Asia. Its portfolio includes CyberArk, Veritas, and VMware, amongst others.

The agency is tasked by clients to deliver high-quality leads (HQLs) on a massive scale, but to reach that scale MOI Global needs a massive audience. Since INFUSE has a global audience of over 252 million B2B profiles at more than 16 million companies, it was the ideal partner to help MOI Global generate nearly 10k leads through content activation strategies.

MOI Global is renowned for providing superior service and strategic insight to its clients. For this, it requires publishers to be timely with requests as it has clients in multiple regions and time zones. As a global partner with staff located in strategic regions such as Australia, Europe, South America, and the U.S., INFUSE can provide responses to most requests in just a few hours.

The objective of the partnership was to create content activation strategies to generate HQLs that are rich in data and insights, as well as being timely with requests.

The Solution

To generate the HQLs that MOI Global needs for its clients, INFUSE has created multiple lead generation campaigns to provide data-rich leads at various stages of the sales funnel.

A combination of content activation, lead nurturing, and webinar engagement campaigns was launched and custom-tailored for each region of MOI Global’s clients.

The content activation campaigns were either single or double-touch, depending on the attributes and characteristics of each account, and leads were nurtured with content to progress through the sales funnel.

As a result of this strategy, INFUSE generated nearly 10k leads for MOI Global’s clients.

Services Offered to MOI Global

To achieve these results, INFUSE provided a combination of mid-funnel and lower funnel demand generation solutions, incorporating:

• Single and double-touch leads
• Content activation
• BANT lead generation
• On-demand webinar registration
• Lead nurturing via inbox
• Account Based Marketing (ABM)

What INFUSE can do for you

With a team of more than 1,400 demand experts, INFUSE can craft campaigns from the ground up that will bring more HQLs to your sales teams.

• Lead Nurturing: Nurture leads at every step of the sales funnel across eight channels.
• Clean, Append, Engage: Analyze your current lead pipeline with AI and human validation processes to clean redundant data and fix errors. Then, build a new conversion funnel with lead scoring and nurturing strategies to increase conversions.
• inHQL: A bottom-of-funnel program in which key accounts are engaged to understand their needs and objectives. These insights help improve marketing and sales efforts.
• Fair Trade Lead Qualification: Provide promotions to leads in exchange for their time and make sure they feel rewarded for completing forms.
• Content Creation: INFUSE engages with the biggest tech and retail companies in the U.S. and worldwide to create eBooks, articles, whitepapers, infographics, and videos
• BANT Leads: Generate and qualify BANT leads, then nurture them with content to drive positive actions.
• Buying Committee: A proprietary first-party database of more than 252 million B2B profiles with AI analysis of company firmographics, together with intelligence of the precise buying committee for your products or solutions.
• Lead Cascade: Turn leads that don’t quite fit into “brand advocates” by keeping them engaged over time. And when the time is right, convert them into clients.
• Webinar Promotion: Reach your audience before, during, and after webinars and guarantee registrations.

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