The client
Spektrix
Industry
CRM & Ticketing Software
Location
UK, US
Website
www.spektrix.com
Service
Fusion Blueprint & Growth Programme
Spektrix is the market leader in the UK and Ireland, and the fastest growing CRM solution in the US and Canada.
Their platform is used by over 600+ Arts sector organisations around the world to help them empower their teams, grow their customer base and increase revenue through data-driven insights and comprehensive strategic support.
Spektrix were poised for growth, but needed a systemised approach to their sales, marketing and service…
THE CHALLENGE
Spektrix was poised for growth but were having challenges syncing up the activities of their marketing, sales and success teams.
Without a systemised approach to Account Based Marketing, they were were struggling to target and engage decision-makers effectively.
The goal was to create a more sophisticated approach that would not only generate leads but also convert them into sales opportunities further down the funnel, maximising HubSpot along the way.
THE SOLUTION
The key to transforming Spektrix's disconnected sales and marketing efforts into a unified demand generation engine was a deeply researched strategy, built on a thorough understanding of their ideal customer.
We designed a structured, systematic approach that leveraged their HubSpot tech stack to its full potential - revamping lead management with automated workflows, sharpening campaign targeting, and building the reporting infrastructure to track performance at every stage.
With the foundations in place, we launched focused account-based campaigns against a defined set of high-value target accounts, driving engagement and delivering a consistent flow of sales-ready leads.
Account Based Marketing strategy
This initial strategic stage involved a series of strategic audits and workshops, which included:
- Goal Setting: Aligning objectives with Spektrix’s mission and KPIs.
- Competitor Research: Analysing the market to identify opportunities.
- Positioning & Messaging Audit: Refining Spektrix’s value proposition.
- SEO & Paid Media Audits: Optimising for visibility and efficiency.
- RevOps, Sales Enablement & Tech Stack Audits: Equipping the sales team and streamlining technology.
- Content & Social Media Audits: Enhancing engagement and lead generation.
- Website Audit: Boosting engagement and conversion.
From these a number of priority areas to accelerate growth were identified to tackle within a 12 month roadmap of activity.
The strategic work Digital Litmus undertook gave us invaluable insights, built our tailored growth roadmap, and fully aligned our sales and marketing efforts for the year ahead.…
Jennifer Barrett | Spektrix VP of Business Development & Marketing
RevOps and Sales Enablement
A robust foundation with HubSpot's comprehensive tools was needed to fully align sales, marketing and success teams. This involved:
- Implementing a solid lead management framework: Synchronising sales and marketing efforts.
- Crafting management reporting dashboards: Improving transparency of the key business metrics and opportunities for improvement.
- Lead scoring and nurturing implementation in HubSpot: Priming leads for sales engagement.
- Refining marketing automation: Ensuring seamless integration across all channels for a unified approach.
- Extensive team training to upskill on HubSpot Sales and Marketing Hubs.
We were keen to bring new efficiencies to our sales and marketing efforts which were often misaligned, manual, and hard to track. With the projects that Digital Litmus delivered, we saw quicker results with less effort.…
Ben Park | Spektrix Global Head of Marketing
Account Based Marketing (ABM) Campaigns
Leveraging the insights from the Fusion Blueprint, we crafted a six-month ABM campaign targeting high-value accounts.
The campaign featured tailored content, including:
- A comprehensive industry guide on the topic of 'Revenue Maximisation'.
- A supporting series of SEO-focused blog posts.
- Personalised sales outreach to priority target accounts.
- A nurturing campaign designed to funnel leads towards booking a consultation with Spektrix.
By honing in on Spektrix's target accounts through a highly integrated ABM campaign, we were able to generate a strong pipeline of business for the team to close.…
Tony Joseph | DigitalLitmus Strategy Director
THE RESULTS
The foundations laid by the Fusion Blueprint delivered Spektrix's most successful demand generation campaign to date.
£1.6M
Closed business
48%
Target accounts engaged
£540K
Additional pipeline generated
307
Marketing qualified leads
Now It's Your Turn...
REQUEST A FREE GROWTH ASSESSMENT
Are you a B2B business looking to get away from disconnected sales & marketing? Would you like to systematically attract more prospects and close deals faster? If so, then get in touch for a free growth assessment to uncover new opportunities for your business.
Here's how it works:
- You submit the assessment form
- We set up a 30 minute intro call
- You complete a short questionnaire
- Our experts do the analysis
- We have a follow up to present opportunities & solutions
