< Marketing Solutions < Website Strategy and SEO < Case Study: Turning a Brand into a Search Engine Lead Generator
Turning an Unranked Brand into a
Search Engine Lead Generator
The Opportunity
A healthcare B2B SaaS brand needed to drive more sales qualified leads (SQLs) accepted by the team from inbound marketing qualified leads (MQLs).
Analytics made it clear the brand’s organic search channel was ripe with potential, especially among buyer-intent personas unaware of the brand’s solutions.
The Solution
I built the brand’s first full-scale search engine optimization (SEO) program from the ground up working closely with the content team, sales, and operations, and an SEO/CRO agency partner.
Search results now drive more demo request conversions and qualified leads from organic search: the brand’s top inbound digital marketing channel.
The Outcome
The SEO program delivered $10 million in sales pipeline and $1.5 million in revenue with an 18x return on investment (ROI). Plus, the brand outranks top competitors on organic search engine results pages (SERPs).
$10M
Sales pipeline delivered
$1.5M
Revenue
generated
18x
ROI for SEO
program budget
“Kirk was crucial in creating organic lead channels. Due to his efforts, half of our leads came from the inbound channels he managed and was a leading source of closed won revenue.”
Simone Klein
Director, Demand Generation, B2B SaaS Brand
