How we helped 4X the lead generation of a supply chain management startup (Case Study)



Backstory


Navata group is one of the pioneer logistic companies in the country having an embellished track record of 40+ years of experience in the industry, with over 20,000+ loyal customers. It is a family run business and the third generation entrepreneurs among them started out a new branch ‘Navata SCS’ focussing on modern supply chain management.


Goals


  • Carry out their digital transformation.

  • Establish them as a young, energetic and tech savvy brand.

  • To frequently appear in front of potential customers

  • Drive meaningful engagement with current and potential customers. (thus also increasing the customer lifetime value).

  • Make them a thought leader in supply chain management



Target customers


The primary target customers include Chief Operating Officers, Chief Procurement Officers, Chief Logistics Officers, Head of Distribution etc of medium and large companies.


We conducted a detailed study of their needs, problems, their online behaviour and the type of content they consume.


The secondary target customers included students and professionals in the supply chain industry, who may in future become part of the Navata team.


Marketing Channels:

  • Website (along with its SEO)

  • Email Newsletters

  • LinkedIn Company profile

  • Personal brand for CEO and CTO on linkedin.

  • Supply chain magazines and blogs

  • Webinars and Conferences

  • Industry blogs



Read LinkedIn post on how Indian Logistics is gearing up COVID-19 Vaccine


Few Growth Hacks


  • Leveraging the scope of moment marketing. Making content that is trending and relevant to the audience in the supply chain and logistics industry.

  • Navata is a company that cares about having more women in the supply chain industry. We ran a recruitment campaign exclusively for women as part of Women’s day celebrations.

  • Made partnership content (blogs and linkedin posts) with two other companies in the industry.

  • Conducted webinars to drive more engagement on linkedin page.




Results!


  • 2x Revenue

  • 4X lead generation

  • 400% increase in LinkedIn following

  • Navata and its C level officers featured on industry blogs and webinars.


Read LinkedIn post on Navata in collaboration with the Locus.sh


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