{"id":105397,"date":"2025-01-06T23:46:59","date_gmt":"2025-01-07T04:46:59","guid":{"rendered":"https://mercurylabsmarketing.com/?page_id=105397"},"modified":"2025-03-10T01:12:31","modified_gmt":"2025-03-10T05:12:31","slug":"erp-provider-us-market-lead-generation","status":"publish","type":"page","link":"https://mercurylabsmarketing.com/__callbox_upstream/cms/case-studies/erp-provider-us-market-lead-generation/","title":{"rendered":"ERP Provider Gains Ground in the US with Mercury Labs"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\" id=\"h-the-client\">The Client</h2>\n\n\n\n<p class=\"wp-block-paragraph\">The Client provides solutions for manufacturers that create, modify, or assemble products to order. Their ERP system with integrated CPQ (Configure-Price-Quote) streamlines operations and boosts efficiency.</p>\n\n\n\n<p class=\"wp-block-paragraph\">This platform manages customer and dealer orders, supply chain processes, manufacturing workflows, and financial operations seamlessly. Built on a reliable cloud infrastructure, it ensures high performance and uptime, helping manufacturers meet customer demands and stay competitive.</p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-challenge\">The Challenge</h2>\n\n\n\n<p class=\"wp-block-paragraph\">The Client sought to expand its presence in the US market for ERP solutions targeting various sectors. Despite having a robust cloud-based ERP system designed to streamline operations and enhance efficiency, they faced difficulties in reaching key decision-makers and generating a consistent pipeline of high-quality leads.</p>\n\n\n\n<p class=\"wp-block-paragraph\">Moreover, they needed a partner to amplify their outreach efforts and align their solutions with the unique needs of potential customers across various industries.</p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-callbox-solution\">The Mercury Labs Solution</h2>\n\n\n\n<p class=\"wp-block-paragraph\">To support the Client\u2019s expansion efforts, Mercury Labs developed a customized, AI-driven Lead Generation and Appointment Setting program which included:</p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Account-Based Multi-Channel Lead Management, leveraging Voice, Email, Chat, Web, Social Media, and Webinar.</li>\n\n\n\n<li>Sales Enablement and support, including Product Training, Account Setup, and Back-office Sales Support.</li>\n\n\n\n<li>Access to cutting-edge Tools &amp; Subscriptions for the Smart Engage and HubSpot CRMs.</li>\n\n\n\n<li>Strategic Account Management, incorporating Strategy Building, Reporting, and Product Knowledge.</li>\n</ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-the-goals\">The Goals</h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Run a multi-channel program to promote the Client\u2019s ERP and CRM solutions.</li>\n\n\n\n<li>Identify and qualify leads through discovery calls to understand their needs.</li>\n\n\n\n<li>Schedule meetings between interested prospects and the Client\u2019s sales team for follow-up discussions.</li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\">The program unfolded in three main stages:</p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-account-research-and-selection\">Account Research and Selection</h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li>In collaboration with the Client, Mercury Labs utilized an AI-powered Ideal Customer Profile (ICP) to hone in on the Client&#8217;s target accounts.</li>\n\n\n\n<li>The Client also submitted specific criteria such as industries, annual revenues, and employee size to determine its best-fit accounts.</li>\n\n\n\n<li>The Mercury Labs team then compiled a list of potential target accounts which was then reviewed and approved by the Client.</li>\n</ol>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-account-and-prospect-profiling\">Account and Prospect Profiling</h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li>The Client provided detailed buyer persona profiles to engage prospects effectively in the outbound program, encompassing thorough demographic and firmographic descriptions.</li>\n\n\n\n<li>The program primarily focused on engaging key positions such as CEO, COO, CTO, CIO, CFO, Chief Procurement Officers, VP of Supply Chain, VP of Operations, Procurement Managers, &amp; Supply Chain Managers.</li>\n\n\n\n<li>The master contact list was segmented based on these buyer personas and categorized by industry and business size.</li>\n</ol>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-multi-touch-multi-channel-outreach\">Multi-touch, Multi-channel Outreach</h3>\n\n\n\n<p class=\"wp-block-paragraph\">The Mercury Labs team implemented a tailored lead nurturing strategy, crafting targeted messages that resonated with various decision-maker groups. Utilizing an AI-driven approach, they designed nurture paths incorporating phone, email, web, and LinkedIn engagements within a flexible outreach system.</p>\n\n\n\n<p class=\"wp-block-paragraph\">Mercury Labs&#8217;s proprietary CRM, Smart Engage, efficiently coordinated all outreach activities, keeping the Client continuously informed on the program&#8217;s progress.</p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-onboarding-overview\">Onboarding Overview</h3>\n\n\n\n<p class=\"wp-block-paragraph\">To ensure a smooth launch, Mercury Labs initiated a 2-3 week onboarding phase, which included:</p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><b>Program Development</b>: The Mercury Labs team and the Client discussed and finalized key program elements, including campaign materials, branding, target audience, and email marketing strategies.</li>\n\n\n\n<li><b>Product Training</b>: Mercury Labs gained a comprehensive understanding of the Client\u2019s offering and unique selling points (USPs) to ensure that the outreach was accurately aligned with the Client&#8217;s objectives.</li>\n\n\n\n<li><b>Content Creation and Database Enrichment</b>: Mercury Labs developed call scripts, crafted email copy, set up LinkedIn profiles, and created LinkedIn messages. Suggestions for landing pages and domains were also submitted. Additionally, the target database was generated, profiled, and validated.</li>\n\n\n\n<li><b>Testing &amp; Approval</b>: Practice calls were conducted, email subject lines were A/B tested, and results were submitted for the Client\u2019s review. LinkedIn profiles and messaging cadences were also approved during this phase.</li>\n\n\n\n<li><b>Launch and Smart Engage Demo</b>: Upon final approval of all materials, the program was launched, and the Client received a demo of the Smart Engage platform to familiarize themselves with the system.</li>\n</ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-results\">Results</h2>\n\n\n\n<p class=\"wp-block-paragraph\">Over 12 months, the program generated 98 Sales Appointments, 73 Marketing Qualified Leads, and 571 Social Media Connections. These results reflect the program&#8217;s success in engaging the right audience, establishing connections with key decision-makers, and reinforcing the Client\u2019s pipeline to support growth in competitive markets.</p>\n","protected":false},"excerpt":{"rendered":"<p>Mercury Labs delivered a targeted, AI-driven outreach strategy that empowered an ERP provider to secure 98 sales appointments, 73 MQLs, and 571 social media connections, enabling significant market growth in the United States.</p>\n","protected":false},"author":14,"featured_media":105398,"parent":3796,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"template-single-case-study.php","meta":{"_acf_changed":false,"footnotes":""},"categories":[901],"tags":[1220,1247],"class_list":["post-105397","page","type-page","status-publish","has-post-thumbnail","hentry","category-case-study","tag-case-study-3","tag-case-study-it-software-products"],"acf":{"cb_acf_hero":{"h1_title":"","headline":"","description":"","image":false,"video":"","video_header":false,"cta_link":"","cta_link_hs":"","cta":"BOOK A MEETING"},"has_contact_form":false,"dark_themed_form":false,"has_review_section":false,"cb_asset":"https://mercurylabsmarketing.com/external/casestudies/CS_Callbox-Powers-ERP-Providers-US-Market-Entry.pdf","cb_web_property":"MAIN","cb_acf_relational":{"case_study":"","cs_industry_image":false},"cb_acf_testimonial":"","cb_regional_pages":false,"cb_acf_ctas":{"contact_form":"","banner_image":false,"goto_form_button":"BOOK A MEETING"},"cb_acf_post_alt":{"alt_post_title":"","alt_post_image":false,"alt_post_excerpt":"","alt_post_image_url":false},"cb_banner_announcement":false,"cs_gated_content":"<h2>The Client</h2>\n<p>The Client provides solutions for manufacturers that create, modify, or assemble products to order. Their ERP system with integrated CPQ (Configure-Price-Quote) streamlines operations and boosts efficiency.</p>\n<p>This platform manages customer and dealer orders, supply chain processes, manufacturing workflows, and financial operations seamlessly. Built on a reliable cloud infrastructure, it ensures high performance and uptime, helping manufacturers meet customer demands and stay competitive.</p>\n<h2>The Challenge</h2>\n<p>The Client sought to expand its presence in the US market for ERP solutions targeting various sectors. Despite having a robust cloud-based ERP system designed to streamline operations and enhance efficiency, they faced difficulties in reaching key decision-makers and generating a consistent pipeline of high-quality leads.</p>\n<p>Moreover, they needed a partner to amplify their outreach efforts and align their solutions with the unique needs of potential customers across various industries.</p>\n","cs_campaign_type":"","cs_campaign_types":[{"value":"0","label":"Lead Generation"},{"value":"1","label":"Appointment Setting"}],"cs_campaign_duration":"12","cs_client_industry":"ERP","cs_client_location":"Washington, USA","cs_client_hq":"Bellevue, Washington","cs_client":{"name":"","website":"","lob":""},"cs_target_location":"All over the US","cs_target_industry":"Banking and Financial Services, Manufacturing, Engineering, Procurement, Construction, Retail, Energy","cs_target_dm":"CEO, COO, CTO, CIO, CFO, Chief Procurement Officers, VP of Supply Chain, VP of Operations, Procurement Managers, & Supply Chain Managers","cs_results":[{"label":"Sales Qualified Leads","value":"98"},{"label":"Marketing Qualified Leads","value":"73"},{"label":"Social Media Connections","value":"571"}],"cs_highlights":[{"highlight":"Successfully executed a 12-month Lead Generation and Appointment Setting program for an ERP solutions provider."},{"highlight":"Implemented customized strategies to engage fresh target prospects across the US."},{"highlight":"Achieved key objectives by identifying best-fit accounts and delivering high-quality, unique contacts."}],"cs_video":false,"cs_video_embed_code":"","cs_video_embed_code_square":"","cs_keywords":"","result1_label":"","result1_value":"","result2_label":"","result2_value":"","result3_label":"","result3_value":"","page_faqs":false,"cs_challenge":{"cs_challenge_category":["Pipeline Growth","Market Expansion","Improved Targeting","Augment Marketing"],"cs_challenge_category_long":"The Client sought to expand its presence in the US market for ERP solutions targeting various sectors. 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