How Exonar targeted their perfect prospects to get lead rates of 8%

Exonar solves a problem common to all organisations and their senior information owners, “I just don’t know what I’ve got”. Exonar maps and understands organisations’ information, from databases to documents – instantly and at scale. Exonar uses machine learning to understand what’s important, where it is and who has access to it.

Exonar identifies documents containing passwords, customer and confidential information enabling successful governance, risk management, document retention, cyber security and compliance with forthcoming regulations such as GDPR – with ease. They enable organisations to better organise their information, removing risk and making it more productive and secure.

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Success metrics

Lead generation

Sopro generated over 2,300 leads for Cohaesus

Cost efficiency

Cost per lead ranged from £23 to £81, providing a significant return on investment.

Speed of messaging

The flexibility of the campaign allowed Cohaesus to pivot their business to adapt to the new conditions.

Major lead source

Sopro is a major and reliable lead source for Cohaesus, significantly contributing to their sales pipeline and overall growth.

Company

Website

www.exonar.com/

Location:

UK

Product/Service

Information Technology and Services platform

Deal cycle

/

Size

50FTE – 10,000FTE

Location

UK

Role/Function

CIO, COO, Risk roles, Information, Data roles

Objectives

Generate engagement to do a customer interview (meeting or telephone call) to establish the day to day challenges faced in document and data management in organizations.
Establish what the challenges are and therefore what Exonar product / market fit is.
Promote the Exonar brand within Information Management community and build a contact list of key decision makers.

Campaign performance breakdown

Company Size	Prospects	Open Rate %	Response	Response %	Leads	Leads %	Cost per lead
1-10	94	57.45%	27	50.00%	12	12.77%	£16
11-50	305	59.34 %	84	46.41%	40	13.11%	£15
51-200	415	52.53%	68	31.19%	37	8.92%	£22
201-500	300	53.33%	63	39.38%	26	8.67%	£23
501-1000	273	60.81%	39	23.49%	16	5.86%	£34
1001-5000	395	52.66%	68	32.69%	31	7.85%	£25
5001-10,000	57	45.61%	8	30.77%	5	8.77%	£23
10,001+	436	46.79%	36	17.65%	15	3.44%	£58