New-age marketing consulting company, Grow Digitally, has developed a unique ‘B2B Client Acquisition (BCA) Framework’ that is aimed to put an end to these longstanding challenges. By combining account-based marketing (ABM), inbound marketing, and HubSpot platform, the framework allows SaaS companies to grow their sales pipeline steadily and consistently. “Our framework enables clients to establish a strong pipeline and boost revenue,” says Tejas Oza, CEO of Grow Digitally.
ABM empowers marketing and sales professionals to fish with a spear instead of a net. That means, Grow Digitally’s BCA framework, driven by ABM, allows clients to identify their target, high-value, ideal potential clients, and create personalized campaigns for the targeted client list. Grow Digitally’s client teams can identify and define the profile of key decision-makers/influencers to the individual level and bring them into the sales pipeline. In other words, the potential buying committee is targeted at the same time with personalized messages appropriate for each of those roles.
While other consulting agencies focus on activities done during a specific period of time, Grow Digitally focuses on targeted outcomes and strategies that are required to build the sales pipeline across the client’s “buyer journey.” The BCA framework from Grow Digitally breaks the traditional siloes between sales and marketing, so both the teams can identify the profile of the ideal client, agree jointly on the target account list, and collaborate across all the stages of the buying journey. Together, they perform, view, and track the activities at the account level and measure the overall performance using HubSpot.
The HubSpot platform acts as the glue that binds all the teams and processes across all stages of the sales pipeline using the BCA framework.
Our framework enables clients to establish a strong pipeline and boost sales
HubSpot not only allows users to store target accounts list and target individuals but also run and measure targeted ad campaigns to target, engage, and acquire accounts. HubSpot is used for orchestration and personalized, continuous follow-ups. The sales team can plan its activities efficiently, approach the target audience with relevant messages, and convert them in various stages of the pipeline.
Grow Digitally’s framework stresses creating brand advocates out of acquired customers through automated and personalized interactions and experience delivery. In the BCA framework, Grow Digitally has introduced customizable playbooks and plug and play templates, developed and used within HubSpot. The playbooks help midsized SaaS companies grow their sales pipeline quickly through accelerated program execution.
One of the clients of Grow Digitally, a bootstrapped SaaS export software company, wanted to build a consistent sales pipeline to achieve their growth plan. “By understanding their business processes, we developed marketing strategies and identified opportunities that will help them double the revenue in the next two years,” says Oza. “Our framework, combined with a combination of technologies and execution plans, is already allowing the client to target 100 specific potential clients. With a well-established sales pipeline put in place, prospective client engagement has improved by 202 percent.”
Grow Digitally’s lofty mission is to help double revenue of 200 businesses within the next five years by providing them with different growth solutions, including software, consulting, digital, and offline training. The company plans to introduce AI-driven products which can be integrated with HubSpot. From a geographic standpoint, Grow Digitally aims to expand in New Zealand, Singapore, and the US.