iCIMS chose Shortlist for a trial period to see how they could work with them to generate leads.
Shortlist provided a number of services for iCIMS – lead generation, telemarketing, data building and cleansing, email marketing, competitive analysis and customer retention.
Since the main iCIMS team is based in America, they wanted to understand more about their competition in the UK market so Shortlist undertook a competitive analysis giving iCIMS a better idea of where they were in the market and how their main UK competitors promoted themselves.
On the back of this, their existing database was analysed to see where their biggest wins were. This allowed any future marketing to be tailored to specific people and organisations to ensure that the right message was getting to the right people. The original pipeline was completely re-built to include decision makers and key influencers and new data created around specific market sectors.
A strategic email marketing and lead generation plan was put in place to promote upcoming webinars and generate interest. This proved so successful that monthly dates and times were allocated for group webinars, one to one webinars and meetings.
As well as the lead generation campaign, the Shortlist team undertook client account management calls at contract renewal. This led to a significant increase in client retention and customer satisfaction with any issues being identified and resolved.
iCIMS have worked with Shortlist for six years. The ROI was achieved through consistency, true engagement and strategic planning. They are now fully recognised within the UK market and on the back of the work Shortlist have done they have been able to grow their sales team and set up a UK office.