Road to Demand Generation Transformation
Road to Demand Generation Transformation
Business Challenge
This Big Four Firm, renowned for its adept revenue generation through client relationships and in-person lead generation, faced a pivotal transformation spurred by the pandemic. The global crisis necessitated a shift from siloed efforts and disparate marketing groups towards integrated digital capabilities across the entire organization. In this transformative journey, the firm sought guidance from BDO Digital, a strategic advisor renowned for its experience. Collaborating closely, BDO Digital worked hand in hand with the Big Four Firm, tailoring foundational capabilities to align seamlessly with the firm's unique business strategies and organizational structure. This strategic collaboration enabled the Big Four Firm to navigate the digital landscape effectively, ensuring a seamless transition and bolstering their position in the ever-evolving market.
Key Initiatives
- Review foundational areas across business units to develop focused roadmap
- Develop alignment between marketing and sales with a Lead Management framework
- Develop playbooks for lead nurture, content strategy aligned to personas and launch pilots with targeted business units
- Increase organizational maturity through other playbooks including ABM, sales enablement, governance and segmentation strategy
Quantitative Results
Through strategic initiatives, this organization has undergone significant growth, expanding its scope to encompass five distinct business units from its original framework. This expansion was facilitated by the successful launch of Demand Generation pilots, which played a pivotal role in validating and testing innovative techniques. These pilots not only confirmed their effectiveness but also laid the groundwork for a wider implementation. Crucially, this increased buy-in not only from leadership but also from key stakeholders, fostering a shared vision and commitment to drive transformation across all facets of their marketing capabilities.
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