Xenocs, a global nanotechnology research company, has significantly improved its go-to-market strategy, email outreach engagement, and return on investment (ROI) at tradeshows with the help of SciLeads’ lead generation platform for science.
This case study highlights the challenges Xenocs faced and the innovative solutions SciLeads provided to overcome them.
Top Three Challenges
Xenocs specialises in providing products and support to life science professionals across various fields, including food science and renewable energy. Despite the widespread demand for their products, they encountered several challenges:
1. Slow to Find or Contact their Target Market
Although the demand for Xenocs products is widespread, identifying specific individuals in need of nano-material characterization products was a time consuming process
2. Difficulty Personalizing their Outreach
Xenocs realised that personalised outreach was more effective than generalised approaches. However, creating personalised outreach campaigns was time-consuming and limited their outreach volume.
3. Desire to Increase their ROI across Tradeshows
One way to locate potential buyers is by attending or exhibiting at relevant industry tradeshows. However, with countless events worldwide, it was impossible for Xenocs to participate in all of them. The effectiveness of manning booths at these events, especially those not near main walkways or gathering points, was uncertain.
Solutions and Results
Xenocs turned to SciLeads for innovative solutions to these challenges, resulting in significant improvements in their sales and marketing campaigns:
“SciLeads not only helps us find new potential customers, but keep up with current ones as I get a notification every time a customer presents at a conference or publishes a paper. This is instrumental to my relationship with them and my ability to create up-to-date marketing.”
1. Efficient Prospect Research Leading to Increased Lead Generation
Xenocs now uses SciLeads to quickly and easily identify prospects who require nanoscale products using a targeted keyword search. As a result their sales and marketing teams have expanded their outreach efforts and spend less time on searching for prospects and more time on conversion
2. Informed Tradeshow Decisions
With SciLeads, Xenocs can view all events happening over the year, along which of their target audience and competitors are presenting a scientific poster or exhibiting. They can then make an informed decision on whether to attend, exhibit at, or run an email campaign based on the predicted ROI of each event.
3. Maximizing Event Impact to Increase ROI
For events they are exhibiting at or attending, Xenocs can pre-schedule meetings with target attendees using SciLeads, maximizing their time and engagement opportunities. They no longer waste time at their booth hoping to attract attention, but can plan their time around pre-booked meetings and which presentations they wish to attend.
4. Benefitting from Events they Choose not to Attend
In cases where Xenocs chooses not to attend an event, they can still connect with valuable contacts by launching personalized email campaigns based on the information provided by the SciLeads platform.
5. Real-time Alerts on Selected Events
Xenocs can set up alerts within SciLeads to stay updated on important developments such as new research papers, grants, job changes, or laboratory moves among prospects. This enables their sales and marketing teams to reach out with relevant and engaging messages and really speak the customer’s language, increasing conversion rates of their campaigns.
Conclusions
In conclusion, Xenocs has experienced a substantial improvement in its life sciences tradeshow presence and outreach ROI by partnering with SciLeads. Through efficient prospect research, event selection, and personalized outreach, they have been able to achieve significant business growth and increased customer engagement. SciLeads has become an invaluable tool for Xenocs in their mission to provide cutting-edge nanotechnology solutions to the global life science community.
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