Scaling B2B leads for the market leader in cloud, AI, and data

Executive Summary

Infomotion is one of the leading providers of data and analytics consulting in German-speaking countries. Since its founding in 2004, the company has established itself as the market leader in data-driven management consulting, with over 500 employees and nine locations. Infomotion supports organizations from the SME, corporate, and public sectors in using data strategically, technically, and organizationally – from the development of holistic data strategies to the implementation of state-of-the-art cloud and BI platforms to the operational anchoring of data governance, analytics, and data culture.

With a technology-independent consulting approach, many years of project experience, and a broad partner network (including SAP, Microsoft, Snowflake, and Google Cloud), Infomotion enables its customers to implement sustainable and scalable data solutions along the entire data value chain. The combination of deep technological expertise and organizational transformation competence makes Infomotion the preferred partner for companies that want to grow in a data-driven way and position themselves for the future.

Situation prior to the collaboration:

Before the collaboration began, the paid ad channels were already being managed by an external service provider. Although campaigns were running on Google and LinkedIn, the quality of the leads fell well short of expectations. Hardly any sales-qualified leads (SQLs) were generated, and the lead costs were at an economically unsustainable level. There was little targeted control over performance and target customer profiles.

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Die Ergebnisse

Arvana entwickelte eine zielgruppenspezifische, datengetriebene Ads-Strategie über LinkedIn und Google, die sowohl auf Event-Registrierungen als auch auf langfristige Pipeline-Entwicklung ausgerichtet war. Durch präzises Audience Targeting - zugeschnitten auf Data & Analytics Entscheider, CDOs und IT-Führungskräfte - wurde sichergestellt, dass jeder generierte Lead tatsächlich im ICP von infomotion liegt.

Statt kurzfristiger Kampagnen-Spikes etablierten wir einen Always-On-Mechanismus: kontinuierliche Kampagnenoptimierung, laufendes A/B-Testing von Creatives und Messaging sowie ein strukturiertes Retargeting-Setup, das Interessenten entlang des Funnels begleitet.

• Signifikante Senkung der Customer Acquisition Cost durch kontinuierliche Kampagnenoptimierung und verbessertes Audience Targeting
• Konsistenter, qualifizierter Lead-Inflow für das Sales Team - unabhängig vom Eventkalender
• Der Data Performance Day etablierte sich als verlässlicher Top-of-Funnel Kanal mit messbarem Beitrag zur Sales Pipeline
• Steigerung der Conversion Rate durch präziseres Targeting und höhere Relevanz der ausgespielten Ads