Case Studies

Styla

Fom Sales-Driven to a Scalable Lead-Gen Engine

Styla is an Ecommerce SaaS tool, with a decade of industry experience. It has established a strong presence in the market, serving notable clients such as General Motors and OBI.

The Challenge: Scaling Up and Aligning Sales with Marketing

• Styla, a SaaS company, faced scaling difficulties with its sales-driven approach and lengthy sales cycle.
• Lead generation was primarily through direct outreach and offline events, a non-scalable method.
• Styla’s goal: a shift from sales-led to a scalable, marketing and product-led approach, incorporating marketing automation and CRM-driven strategies.
• The challenge: implementing inbound and content marketing strategies to enhance lead generation and establishing sales-marketing alignment.

The Solution: A Comprehensive Approach to Overcome Challenges

Jolly Marketer provided a suite of services to address Styla’s challenges. The solutions included:

• B2B Marketing Consulting: Jolly Marketer developed content marketing strategies and produced high-quality content to fuel these strategies, aligning them with Styla’s goal of transitioning to a marketing and product-led approach.
• CRM and Marketing Technology Automation: Jolly Marketer implemented a company-wide CRM system (Hubspot) that included lead scoring and nurturing features. This system was complemented by extensive marketing automation to streamline and scale Styla’s lead-generation process.
• Multichannel Lead and Demand Generation: To increase both the quantity and quality of leads, Jolly Marketer employed multichannel lead and demand generation strategies. This approach allowed Styla to reach potential customers across various channels, maximizing its market presence.

The Implementation: Putting the Solution into Action

Jolly Marketer’s implementation of the solution involved several key steps:

• Establishing Efficient Processes and Structures: Jolly Marketer set up efficient processes for content creation, lead scoring, and nurturing. This structure ensured that Styla’s marketing efforts were well-coordinated and effective.
• Utilizing Suitable Systems: The Hubspot CRM system was implemented across the company, enabling Styla to track, score, and nurture leads effectively. This system, combined with marketing automation, allowed Styla to scale its lead generation process.
• Leveraging Extensive Marketing Experience: Jolly Marketer’s extensive experience in B2B marketing consulting was crucial in guiding the implementation process. This expertise ensured that the strategies were not only well-designed but also well-executed, leading to successful outcomes for Styla.

The Results: Measurable Success with Jolly Marketer

The collaboration with Jolly Marketer yielded significant results for Styla. While specific metrics can provide a more detailed picture, it’s important to note that the overall impact was a substantial increase in key performance indicators. These may include:

• +400% in MQLs (Marketing Qualified Leads): The implementation of content marketing strategies and marketing automation led to a significant rise in MQLs. This indicates a larger pool of potential customers showing interest in Styla’s services.
• +50% in SQLs (Sales Qualified Leads): With the help of lead scoring features in the CRM system, Styla was able to identify and focus on high-potential leads, increasing SQLs.
• +35% in Sales: The multichannel lead and demand generation strategies, combined with effective lead nurturing, contributed to a notable increase in sales.
• Decrease in CAC (Customer Acquisition Cost): With more efficient marketing processes and automation, Styla was able to reduce its customer acquisition cost, making its growth strategy more sustainable in the long run.
• Improved Customer Retention and Loyalty: The implementation of effective CRM and marketing strategies led to a lower customer retention rate, indicating that fewer customers were leaving Styla. Simultaneously, the shift to a customer-centric approach and improved services resulted in increased customer loyalty, as evidenced by repeat business and positive customer feedback.