Headquartered in Cedar Rapids, IA, Collective Data has supported private companies and government agencies for the last 20 years. Their software solution gives leadership greater visibility of their day-to-day so they can work on their business not in it. That’s what we call efficiency.

Collective Data’s sales team aimed to increase the number of qualified demos nationwide while targeting law enforcement prospects more efficiently. They brought in Sculpt to help make that a reality by aligning their digital marketing activities with their sales team’s goals.

Sculpt helped Collective Data define their new buyer personas and customer value journey. We then built and managed a robust paid advertising campaign on Google Ads and LinkedIn to drive MQLs, and employed Drift and HubSpot to convert leads into demos.

LinkedIn ads drove busy law enforcement professionals to a content offer designed to save them time. We used Linkedin’s native lead forms to capture names and titles seamlessly then route the contact info for email nurturing. Simultaneously, we used paid search and display remarketing to move middle-of-funnel prospects to action.

With the goal of increasing on site conversions, Collective Data upgraded their conversational marketing game with Drift. To further align sales goals and marketing efforts, Collective Data migrated their CRM to HubSpot and Sculpt assisted with onboarding, integration, training, management, and marketing/sales handoff documentation.

Collective Data saw a significant lift in conversion rates with an average 8-12% lead conversion from online advertising—experiencing a high of 18% in October 2019. We also drove the average cost-per-lead down by 70% from their previous lead acquisition channel.

In addition to increasing visibility with their lucrative law enforcement prospects, Collective Data’s marketing and sales teams are now aligned on the same system, goals, and process for the first time.

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