The foundation of any successful lead generation campaign is knowing your solution and knowing your customer.

Innocode, a sustainability-driven software company, had a clear vision of their solution and its value for the customer. 

All they needed was a bulletproof system for generating leads through LinkeIn and email.

After teaming up with Respect.Studio, the client received 500+ qualified connections, 100+ qualified and interested leads, and 35+ booked calls. 

A few months later, they switched the outreach focus to one of their projects, getting 20+ more booked calls in just one week. 

Here’s a detailed breakdown of our collaboration. 

The Client 

Innocode is Ukrainian-Scandinavian software development company with a focus on building innovative and sustainable solutions for the public sector and local governments.

With over 10 years of experience in the field, Innocode has developed many successful projects, and one of them is Citizen App. Citizen App is a tool degined to improve the communication between citizens and local government through creating one space for alerts, local news, and services. Since its introduction, the app has been adopted in Norway and Sweden, including Oslo, Södertälje and Sandefjord Municipalities, and others. 

The Goal 

Once the client’s team realized the true potential of their solution for the community, their goal was to become the #1 municipality app for sharing important information and staying in touch with the community in Nordic, and potentially other European countries. 

The Challenge 

The Innocode team had a well-defined value proposition, Ideal Client Profile, and hands-on experience of communicating with public services and municipalities. 

The only thing they lacked was a clear system of collecting credible leads and automating their outreach. 

And that’s where Respect.Studio came in. 

The Solution 

To find out the best way to help the client with connecting to the clients, we considered two specific challenges: 

• Target specifics. Working with a public sector, you might only have one chance at getting the attention to your offer. So we would need as much information about the challenges and opportunities of working with Nordic government bodies from someone with experience in order to create personal and meaningful messages. 
• Language preferences. Considering we helped a Scandinavian team connect with prospects from Scandinavian countries, using the prospect’s native language for messaging would definitely be an advantage. 

No matter how qualified in the marketing field, no agency can understand the client’s industry better than the client. So, to get the most out of our target market, we teamed up with Innocode to work on campaign. 

Done-With-You Outreach 

To get the most out of our audience, we decided to set up an omnichannel outreach campaign, combining email and LinkedIn outreach for different segments. 

The main goal of a “done-with-you” campaign is helping the client with all things data and automation, while they take over the messaging strategy and content creation. 

Together with Innocode, we defined the campaign’s direction, target segments for the outreach, and the overall objectives of the campaign. 

Essentially, we combined the client’s expertise in a target field with our expertise in marketing to launch a successful campaign. 

Why Omnichannel?

The goal of an omnichannel campaign is to get more attention of your target audience by combining several outreach channels. In the case with Innocode, we used LinkedIn and email outreach to talk to different ICP categories: 

• LinkedIn outreach was perfect for municipality leaders of bigger cities, as it’s harder to get lost on LinkedIn than in their busy email inboxes
• Email outreach worked better with smaller municipalities, as we knew we had all the chances to get noticed

The Results

One month into the campaign, we’ve seen: 

The reason for such a jaw-dropping result is simple: 

The client had a clear and easy-to-understand value proposition. 

The client’s team is passionate about their work and mission. 

The client has a strategy for communicating with a buyer. 

And our team was there to let other people know about the solution. 

During the four month of our campaign, the client has received:

To be continued… 

Considering the limited number of target segments for our client, we’ve outlined two options for proceeding with the campaign: 

• Switching to the target segments outside of Nordic countries. This approach was rather risky due to lack of experience in working with public organizations from other European countries. 
• Switching to a slightly different offer from the team and preserving a similar target. This approach would benefit in terms of communication and relationship building, but it meant the team needed to enhance their offer. 

And that’s how we started working on Yulieta’s campaign. 

Yulieta

Yulieta by Innocode is a project specializing in building innovative digital solutions that focus on sustainability. The examples of their work include Antiloop, a climate change app designed for school students, and Green Producers Tool, a web-based solution helping TV, festival, and stage productions calculate CO2 emissions of their work, 

Considering the agency’s ability to adapt to both the needs of public and private organizations, we decided to divide the outreach between the sectors, prioritizing Nordic sustainability initiatives. 

The result?

Right now, we continue with the outreach, making sure the client gets in front of even more qualified prospects. 

Do you have a solution waiting to be seen by your audience, and the one thing standing in your way is lead prospecting and proper automation? Our team of researchers and SRDs is here to help you out.