How MediaVision transformed their lead generation strategy

Digital performance marketing agency MediaVision, based in the UK, helps its clients build up their digital market share, developing programs to build awareness and visibility online so they can sell more products and services.

Formerly relying on word-of-mouth referrals for business, MediaVision revitalized their lead generation strategy with Pipedrive, the Livestorm integration and the LeadBooster and Web Visitors add-ons.

Industry: Agency/Consultancy

Location: UK

Key feature/add-on: LeadBooster

30%

How much MediaVision increased lead creation

2x

MediaVision doubled its use of automations

2

Two add-ons used to identify and nurture leads

The challenge

When it became clear that they needed to look to more channels for new business, MediaVision knew they needed to find the right technology to manage those leads.

Based on his experience with Pipedrive at previous companies, when Managing Partner Adam Freeman joined MediaVision he knew they weren’t using Pipedrive as effectively as they could. Before updating the company’s lead generation strategy, he needed to sort out the data and add more powerful automations.

Pipedrive features used

Automations

To automate and streamline sales activities

Insights and reports

To understand what sales techniques worked

Integrations

To tailor the CRM experience to their needs

The solution

One of the first things that Adam did was upgrade MediaVision’s tier from Advanced to Professional so that they could add more automations (Advanced allows for 30, while Professional allows for 60).

Adam also mentioned the LeadBooster and Web Visitors add-ons as tools that have become integral to their growth plans, and they’re yet to use all the features of LeadBooster.

When they find a high-quality lead in Web Visitors and Prospector, Adam and the MediaVision team first add it to Pipedrive’s Leads Inbox.

MediaVision is also using Insights and Web Visitors’ reporting features to track how many people are landing on their site and what percentage are entering their pipeline as leads.

They are also using a number of other Pipedrive features and integrations including video conferencing software Livestorm, which you can integrate with Pipedrive through our Marketplace, to generate new leads.

I identified next steps and turned those into reminders and actions. I connected Pipedrive to our email tools and calendars, so it was automatically tracking things, and using the tools to set next actions in and around our sales pipeline.

LeadBooster and Web Visitors cover most of the things we were thinking of at the time, in the sense that we needed a flexible tool to allow us to do different campaigns and collect data. If we see a web visitor that looks interesting, we’ll add that as a lead, or if we’re pro-actively targeting an organization ourselves our admin will go in and create the lead and assign it to someone, and the sales team will go in and look at that company and try and connect with them properly.

Adam FreemanManaging Partner, MediaVision

The results

As MediaVision’s story shows, there’s not just one feature or tool you need to grow your business. However, thanks to the fact that it’s easy to find the right Pipedrive tier for you, as well as Pipedrive’s add-ons and dozens of integrations (including with Livestorm) to fill the gaps, it’s definitely a great place to start.

The change in our use of Pipedrive is connected to our more ambitious growth plan, essentially.