How We Helped The FDA Group Increase Five-Year Sales Revenue by 317% and Achieve 37x Marketing ROI In 2020

Katie Cartwright, Inbound Marketing Manager

Katie Cartwright, Inbound Marketing Manager

Katie Cartwright has worked in the digital marketing industry for 8 years, developing expertise in inbound strategies, automation, and local business marketing. Outside of the office, she enjoys spending time with family, being outdoors (except in winter), and quilting.

As a digital marketing agency, we’ve learned that inbound marketing works across different industries and for different companies. But we also realize that different industries, companies, and target buyers are all different in how they can find the most success with inbound marketing.

We don’t follow a formulaic approach to put our clients on the path to success. Clients who partner with us end up with a strategic, tailored digital marketing plan built on a firm understanding of the client’s persona, goals, and digital needs.

Read on to learn how we helped one client, The FDA Group, exceed their goals through inbound marketing using HubSpot.

About The FDA Group

The FDA group is a pharmaceutical, medical device and biologic consulting company. In 2015, they were as a steadily growing company that had been ranked among the 2015 Inc 500. The organization had its sights set on reaching even loftier goals—including $10 million in revenue—in 2016.

Challenges: With Growth Comes the Need for Change

To achieve their goal and continue its growth trajectory, The FDA Group needed to address weaknesses in its approach to generating online leads and acquiring new projects from those leads. This meant assessing their current vendor’s capacity to help them reach higher goals.

The company’s digital marketing agency was capable of handling basic needs and executing existing strategies, but VP of Business Development Tim Lamm, along with others on the leadership team, were starting to feel they weren’t getting enough for what they were paying.

“They weren’t able to offer anything we didn’t bring to the table,” Lamm said. “We were doing okay, but we knew we could do much better.”

Citing a lack of responsiveness, an underwhelming return on investment and—above all—a lack of strategic thinking, The FDA Group decided to find a new digital marketing partner as it sought to continue its rapid growth in 2016 and beyond.

Solution: A Digital Partner Capable of Providing Strategic Focus and Execution

The FDA Group began researching inbound marketing and HubSpot, in addition to an agency that could enable them to reach their goals. They needed a partner that not only had the know-how and creativity, but could match the level of quality demanded by the industry.

“We’re a quality-driven organization. That’s just the nature of our industry, being highly regulated,” Lamm said. “Having material that is mistake-free is very important to us.”

All these things considered, The FDA Group chose to partner with us (MMG) starting in November 2015 following a rigorous due diligence process, and continue to work with us to this day.

Strategy: Going Beyond the Inbound Basics

Knowing the FDA Group needed to build upon their digital presence and quickly bring in highly qualified leads to meet their goals, we worked with them to devise a strategy to meet both the short-term needs (new—and good—leads) and long-term goals (steadily building rank, traffic, and acquiring leads to nurture).

The first need—building an online reputation—is met by steadily writing blog posts covering relevant topics searched for by their target audience. These blogs are shared on The FDA Group’s social channels, and an internal plan was created to enable FDA Group Consultants to share the posts, extending their reach even further.

The second need—quickly generating a large volume of qualified leads—is met through executing driver campaigns. We define a driver campaign as a dedicated lead generation effort centered on one persona and one challenge. For The FDA Group, we often use trending industry topics as the campaign focus. Through testing, we also discovered that The FDA Group’s target audience responds best to information provided in both webinar and white paper form.

Tools: What We Use to Generate New Leads

We use a variety of HubSpot tools to execute driver campaigns for The FDA Group along with a few other third party tools that integrate with HubSpot, keeping all of The FDA Group’s data and leads in one easily accessible place.

Campaign Tool: This tool helps keep us organized. With it, we’re able to make sure all campaign assets (emails, pages, posts, etc.) are all in one place. We also create tracking URLs from the campaign tool, which we use for paid advertising for the campaign.

Landing Pages and Forms: We’ve got to collect lead information, so we use HubSpot’s landing page and form tool to present our webinar and white paper offers, send follow-up emails, and deliver the offers.

GMP auditing and Covid 19 white paper landing page

Source: FDA Group

List Tool: We use the list tool to segment The FDA Group’s existing contacts and make sure we’re including and excluding the right contacts based on their persona and level of authority within their own company, among other criteria. We also use the list tool to keep tabs on the number of webinar registrants as the campaign is in progress.

Email: We always invite existing leads and clients to webinars as The FDA Group often gets repeat business.

Blog: For each driver campaign, we compose several blog posts based on sub-topics of the main offer. These posts also serve The FDA Group’s long-term goal of a widespread digital presence by bringing in organic search traffic and presenting the offer through a CTA even after the campaign has officially ended.

Third Party Tools

In addition to using HubSpot’s tools, we incorporate several third party tools to deliver campaign services to The FDA Group.

GoToWebinar: Campaign webinars are delivered using GoToWebinar. We love that the integration with HubSpot enables us to use HubSpot landing pages to collect registrations.

Paid Social Promotion: The goal of driver campaigns is to bring in fresh new leads. After testing search ads and LinkedIn sponsored posts, we were able to reduce spend on PPC and reallocate to the better-performing LinkedIn ads. We promote the offers in addition to the associated blog posts and have found that paid promotion on LinkedIn is one of the highest converting channels! While we still set up ad campaigns within LinkedIn, it's been very helpful to see the leads flowing through HubSpot's Ads tool.

Results and Impact: Meeting and Exceeding Goals

Within a few months, The FDA Group’s investment in a more responsive digital marketing partner and more strategic digital marketing plan started paying off. 

FDA Group quarterly lead volume 2016 through 2020

The content and promotion strategies we developed were bringing more people to thefdagroup.com—and more importantly—were converting more of them to leads, a trend that would continue through much of 2020, before experiencing a dip due to the pandemic.

37x ROI on digital marketing and advertising spend from 2016 to 2020

37x ROI on digital marketing and ad spend from 2016 through 2020

This influx of leads and sales produced a marketing ROI of over 37x, and afforded The FDA Group the ability to focus its efforts on pursuing the kinds of deals that helped it hit its revenue targets for the past four years. 

“We made a big shift in the type of companies we target and the type of deals we target,” Lamm said. “The marketing strategy we put together to target larger companies and larger deals has certainly helped us hit and exceed our very aggressive growth goals.”

While the initial new site build and driver campaigns helped The FDA Group gain momentum in 2016, the content and promotion strategies developed by Madison Marketing Group produced as part of the ongoing builder campaign took The FDA Group’s lead generation efforts to the next level in 2017 and beyond. 

Together, The FDA Group and Madison Marketing Group developed educational pages for the FDA Group's website to build trust with potential buyers, which resulted in increased traffic and leads.

As time passed, The FDA Group’s buyer personas began to shift, and it became clear that a new website focused on the new types of clients and projects The FDA Group was looking to secure was needed.

Madison Marketing Group designed, developed, and launched a new website for The FDA Group in 2018 to focus on the interests of the FDA Group's updated buyer personas and the types of projects the company wanted to secure. After launch, thefdagroup.com continued to generate high-quality leads.

quarterly lead volume and cost per lead from 2016 through 2020

By halfway through Q4 in 2020, The FDA Group had generated 3,226% more leads per quarter compared to the three-month period immediately preceding their partnership with Madison Marketing Group, without significantly increasing marketing costs.

Read the full case study report here:

Download The FDA Case Study to see how we helped increase Marketing ROI

 

Topics: Working with an Agency, Sales & Marketing Strategies