Cutting a 240-day sales cycle to 90 days - Qubole marketing case study

Situation

In the world of big-data cloud computing, Qubole was a relative newcomer with a lot to offer. Qubole built an entirely self-managing and self-optimizing data platform that can analyze vast stores of complex data.

Even though Qubole was enjoying working with a number of big-name clients, there was a problem: For interested parties, the journey from lead to customer was a long one. New prospects just weren’t coming through the sales pipeline quickly enough.

When Qubole came to 97th Floor, they were looking for a comprehensive organic digital strategy to help address this. They specifically needed high-quality landing pages and blog content, improved keyword rankings, hyper-targeted traffic, and improved conversions.

Results

97th Floor's strategy led to a 600% increase in organic traffic and a 300% increase in qualified organic leads. It landed first-page search result rankings for 376 targeted keywords. And, it captured the number-one spot for more than 20 of Qubole’s key product terms.

In addition to bringing in new leads and improving sales, the 97th Floor strategy did something extraordinary — it revolutionized Qubole’s buyer’s cycle. Where once leads would move slowly through the pipeline, emerging eight months later as full-fledged customers, now that journey takes less than half the time. We’re talking about a 240-day sales cycle getting cut down to only 90 days.

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