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Case study 22 of 24

Agile training company, India into Malaysia.

54 qualified leads from Malaysian executives for a company entering the country.

India and MalaysiaMalaysia 54 qualified leads in 12 months From the campaign's own report
Industry
Agile consulting and training
Based in
India and Malaysia
Target markets
Malaysia
Channels
LinkedIn
Length
12 months

The challenge

A Bangalore agile consultancy with 50+ clients was launching executive seminars in Malaysia, a country where it had no network yet.

What we did

  1. Worked with the principal consultant to turn a complex service into plain benefits an executive would care about.
  2. Built a tight list of C-level people at Malaysia's biggest corporations.
  3. Tested two versions of each message all year and kept the winners.
The campaign, stage by stageFrom the campaign report. Counts are bars to scale, rates are the steps between. Stages the report does not give are left out.
  1. Accepted33% of LinkedIn invitations
  2. Replied37% of connections wrote back
  3. Qualified54 sales qualified leads

What worked

Reply rates rose through the year as the copy got sharper.

What slowed results, and what we changed

What slowed it

A new market. The firm had no network in Malaysia, and its service was hard to explain in one line.

What we changed

The service was rewritten as plain benefits, and two versions of every message ran all year. The winners stayed.

Client names are kept private. Each campaign was led by our founder, and every figure comes from the campaign's own report.

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