Business Challenge: Influx of Funding, but Limited Demand Generation Efforts In-house
A Cloud Guru (ACG) is an online learning platform that trains engineers and developers on cloud computing and prepares users for AWS, Google, and Microsoft Cloud Certification exams. Through its online courses, over one million users have learned cloud computing since 2015.
In 2017, ACG received $10million in funding, and needed to increase its marketing and demand generation efforts immediately. With no in-house marketing personnel, ACG turned to Invado Solutions to completely outsource it’s marketing and demand generation efforts.
Solution: A Ready-Made Team to lead all Marketing and Demand Generation Efforts
Invado Solutions has experts on-staff to consult, lead and execute marketing for its clients. ACG had done limited marketing, and needed a complete demand generation strategy to be planned and executed. A team of marketing experts was formed, including a VP, a Marketing Director and a Marketing Automation Architect. Within weeks of receiving financing, this team begun implementing the approved demand generation strategy.
After four months, their efforts resulted in a:
- 100% increase in leads attributed to revamping lead capture process and sell page
- 16.7% increase in site conversion rate with site optimizations
- 8.4% MoM increase in organic search sourced conversions with only modest traffic gains
After the completion of an 18-month contract, their efforts would result in an increase in ARR by 450%. “Invado’s turnkey demand gen marketing team allowed us to ramp lead gen from 0 to 60 in a matter of weeks, shortening our time to market and boosting our ARR by 450% in 18-months.” Jon Meachin, COO at A Cloud Guru
In addition to implementing a successful demand generation strategy, Invado Solutions also consulted on the best way to organize the growing marketing team and implemented processes that would ensure favorable outcomes in the long-term. Invado Solutions mapped out a 6-month, 9-month and 12-month org chart which helped A Cloud Guru plan and scale for new employees. Over the course of the year-long retainer, the Invado Solutions marketing team was also involved in interviewing, training and mentoring new ACG marketing team members.