Software company Nimbus Partners: increased revenues by dramatically improving lead generation

The client

Nimbus develops and implements a process mapping and performance management solution called control-ES, which enables strategic initiatives to be adopted consistently throughout an organisation. Using this solution, organisations can measure and gain visibility of end-to-end processes throughout the organisation, define each individual's role, responsibility and accountability, and actively promote collaboration between departments, functions and individuals.

The challenge

Nimbus wanted to increase its reach and generate more and better leads for its salesforce.

How Gelst contributed

Gelst helped Nimbus develop and implement its marketing strategy. As part of this strategy, we designed and implemented an innovative approach to generating qualified leads. This uses a web-based solution using rich content to generate leads, followed by telemarketing to qualify them. In addition we helped design and implement an event programme based on thought leadership relevant to the challenges faced by Nimbus' clients.

Results

Sales in the current year grew by 50% with marketing costs reducing by a third. With this revenue growth and Nimbus' client results, Gartner has now named the company a BPM 'Cool Vendor'. The company has sustained its position in the Deloitte Fast Track 50 as one of the UK's fastest growing technology companies for a fourth consecutive year.

What they said about Gelst

"Gelst helped Nimbus transform its marketing function. Before, we saw marketing as a necessary cost to the business and an inexact science. Gelst has demonstrated that marketing requires a disciplined approach and can be revenue focused and judged by the numbers. The results already speak for themselves; qualified leads up by 700% the most recent quarter vs. previous, new opportunities from our partners up 63% over the same period. At the same time, we were able to reduce our marketing costs."

Ian Gotts – CEO Nimbus Partners (a 3i investee company)

Postscript 

When Ian Gotts wanted to write a book to promote Nimbus' performance management approach and thought leadership, he approached Gelst. Gelst made the book happen – managing the project throughout, playing a significant role in creating its content and publishing it. To find out more about the book, please click here