Customer case study about how professional services company Knowledge Management Associates improved lead capture and lead nurturing with HubSpot and inbound marketing.

1. Customer Case Study:
Professional Services Company Improves Lead
Capture & Nurturing With HubSpot
Knowledge Management Associates (KMA),
a Waltham, Massachusetts-based
professional services company, offers
custom solutions for organizations to help
make them more productive, insightful, and collaborative. With expertise in Microsoft
technologies, KMA offers solutions in the disciplines of business intelligence,
knowledge management, knowledge worker productivity solutions, and custom
applications.
HubSpot Results Summary:
Improved System for Lead Capture & Nurturing
• Retained contact with 20-30% more event leads that were typically lost with
prior event registration platform
• Achieved 24.16% conversion rate across all landing pages
• Achieved a 500% increase in monthly website traffic since using HubSpot
Challenge:
Need for Lead Nurturing Tools
Before KMA began using HubSpot in 2009, the company utilized a very personalized
approach to lead generation involving the individual networks of the company's
founders. KMA regularly produces events that play a major role in generating business,
yet the platform they were using for event registration was difficult to use, and it lacked
the functionality KMA needed to gather useful information about event attendees.
Ultimately, the company knew it needed a more reliable set of tools and a system it
could implement to more successfully capture and nurture its prospects.

2. Solution:
HubSpot Landing Pages & Lead Intelligence
KMA Partner Michael Gilronan recognizes the combination of HubSpot Landing
Pages for event registration and Lead Intelligence as pivotal tools in KMA's improved
lead generation system. "It's given us a lot of visibility into people finding us, using
our website, and accessing our content that we didn't have before," adds Michael.
KMA also values the insight provided by HubSpot's Lead Tracking tool, which helps
KMA better understand how leads are interacting with its website and which content
prospects find most compelling.
In addition, KMA values the ease of publishing via the HubSpot Content
Management System (CMS) and its integration with HubSpot's Marketing Analytics,
which allows KMA's marketing team to easily build landing pages and edit website
content as well as track results, saving them time and effort.
KMA has also found success in using HubSpot's Blog Analytics tool as a way to
quantify the value of blogging and make the connection between thought leadership
and the acquisition of new leads/clients. As a result, the company now includes
blogging as part of its own clients' annual performance objectives and plans.
We're a professional services firm. It's a very
specific way that we go to market, and I think
HubSpot has supported that really well.
The average HubSpot customer gets 4.2x more leads after 5 months of active
use of HubSpot. To find out what type of increases in leads a company with your
current lead volume could expect, check out HubSpot’s ROI study at
www.hubspot.com/roi.
HubSpot’s integrated marketing software gives you all the tools to implement a
successful online marketing strategy from increasing the top of your funnel
through conversion, sales alignment and analytics. To learn more, check out
HubSpot’s free trial or request a customized demonstration.