x
42x ROI
In the past, it would take us an entire month to completely piece together the info on inbound leads for one event. It has now been shortened to 2 days thanks to The Grid... What would have taken 5-10 minutes per company now only takes a matter of seconds.
Frank Lee
Founder and Managing Director, JDI Group
JDI is a company that specializes in catalyzing the growth and success of innovative businesses. Since 2016, they have worked with a variety of companies in different industries, including finance, food and beverage, e-commerce, and education. Some of the notable clients in the region include Shopback, Huge Digital, Dreamcloud, Aspire and V-Key.
JDI provides these businesses with the resources and support they need to take their ideas to the next level. The team at JDI, which is made up of experts in both technology and innovation, helps businesses form strong teams, expand into new markets, and secure funding through their network of investors. JDI is dedicated to driving the future of innovation and helping companies achieve exponential growth.
Frank Lee, Founder and Managing Director of JDI Group, shared that his team uses event marketing as one of the channels to enhance brand awareness and generate sales leads. Like most events, it is a hassle for attendees to register their complete particulars such as their job functions, seniority and company profiles. This resulted in incomplete information and made it difficult for JDI Group to qualify leads. “A lot of deduction effort is required,” said Frank. “If a large event is being hosted, massive resources would be needed to profile and qualify the leads.” Lead qualification is necessary because it helps the Business Development team to prioritise their sales efforts.
Therefore, plugging the info gaps manually for lead qualification using different sources like Google, LinkedIn and company websites, was time consuming and it posed a huge challenge.
With the help of The Grid, it was an entirely different story. From job title/seniority, contact info, company industry, company size and much more, The Grid helped JDI group with lead enrichment by filling in all the blanks, enriching their CRM no matter how skimpy the info of their inbound leads was. In addition, given the prominence of Account Based Marketing (ABM), JDI Group also utilised The Grid as a research tool to profile prospects, especially their company profiles. This was particularly useful when they needed to understand and meaningfully engage prospects with relevant value propositions at meetings. In theory, JDI group could obtain such information from other sources, including LinkedIn. However, they chose The Grid over LinkedIn to perform company profiling because The Grid also uses government registry data that is deemed factual, leaving little room for error.
LinkedIn, on the other hand, primarily relies on self-contributed info where companies may misrepresent themselves. For example, a company may inflate their company age on LinkedIn to appear as an industry veteran, but this could be overcome by checking registry records. More importantly, The Grid’s organisation of information created a seamless experience for Frank’s team to gather information in one go instead of requiring multiple sources.
Results
Frank’s team was delighted with the values extracted from The Grid. In the past, it would take JDI group an entire month to completely piece together the info on inbound leads for one event. It has now been shortened to 2 days thanks to The Grid. In terms of prospect research, The Grid had also significantly shortened the time required for Frank’s team to curate information from different sources. What would have taken 5–10 mins per company now only takes a matter of seconds. Both the Business Development and Sales team are using The Grid on a daily basis to update prospect/client data.
The time saved enables the Business Development team to focus their effort on what truly matters: building meaningful relationships with prospects and closing the deals.
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