How “PROJECT MANAGER ONLINE LTD”(projectmanager.com) achieved revenue growth of 288% annually leveraging content marketing and retargeting.
Summary: Growing a company without a large advertising and marketing budget is very difficult in this competitive economy. In this case study, read how “projectmanager.com” founded in 2008 became one of the fastest growing technology company in New zealand with 284.01% growth in 2012 and are a Deloitte Fast 50 company in New Zealand.
Challenge: When projectmanager.com founded in 2008, the major competitor was Microsoft projects with tons of disposable advertising budget and in the other hand projectmanager.com neither had Venture capital nor large advertising budget.
So, in order to grow their business organically their major challenge was to gain customers via content marketing and community building by sharing valuable content on the web and social media.
Campaign steps for marketing and retargeting:
1. Community building steps
They started blogging, started making their presence on Linkedin, Facebook, Twitter, and Youtube, and started their Email newsletter. Following are the links
http://www.projectmanager.com/project-management-newsletter
https://www.facebook.com/projectmanage
https://twitter.com/projecttips
http://www.linkedin.com/groups/Project-Manager-Community-Best-Group-35313
2. Delivered valuable content
The Projectmanager.com team started creating engaging content like in-depth articles on project management, project management tips, webinars, Youtube videos, tips on Twitter, and an educating Newsletter.
3. Content-delivering strategy
For Facebook- For Facebook, the content strategy is to post two to three times a week and it is a mix of high-quality tips and links to blog posts written in the official blog. Below is a sample Facebook post-
For Twitter– The strategy is to post 2-3 tweets per day giving different tips on project management, soft promotions and links to blog posts. Below are sample tweets-
Blog Posts and Newsletter– For blog posts and Newsletters the strategy is to post two to three times a week giving tips, promotions, webinars, case studies, templates, etc. Another work of newsletters is customer retention.
Linkedin- Projectmanager.com has started the biggest Linkedin group for project managers named “Project manager community”. They start and participate in discussions and help other project managers in giving tips and suggestions.
4. Conversion strategy & Retargeting
The official website receives a lot of referral traffic from search engines, blog posts, and social communities and they try to convert the traffic to a “Free trial of the software” and also promote newsletter subscriptions. Below is a screenshot of referral traffic-
From the above image as we can see that the bounce rate of the official website is around 61% so to again target lost visitors retargeting ads are shown to them which captures lost interested leads. These ads urge the lost visitor to sign up for the free trail. Below are some screenshots of retargeting ads-
Results:-
The response from the promotion is awesome. The project manager community became the largest community on Project management in Linkedin and projectmanager.com became an authority in the market. Currently, most of the members are decision-makers and top management people.
And it got a lot of following in the other communities also as shown below-
And it is only due to authority and high-quality content which helped the company to get over 12000 paying customers and to achieve 288% year-on-year growth.