Greenlight

BACKGROUND

Please describe your organization.

We are a cruise company and serve the coast of Norway, from port to port.

What is your position?

I am a data manager in the company.

OPPORTUNITY / CHALLENGE

What business challenge were you trying to address with Greenlight Digital?

We needed help with performance marketing.

SOLUTION

Please describe the scope of their involvement in detail.

Greenlight Digital runs all of our online marketing, including paid and organic search, social media, affiliations, and so on.

How did you come to work with Greenlight Digital?

We looked at five or six agencies. Greenlight Digital presented the best offer.

Could you provide a sense of the size of this initiative in financial terms?

I don't have this information.

What is the status of this engagement?

The work is ongoing. We started working with Greenlight Digital in March 2015.

RESULTS & FEEDBACK

Could you share any statistics or metrics from this engagement?

There's been a lot of commotion at the start of our collaboration. This was not the fault of Greenlight Digital. We have a rather chaotic organization, so it was a handful for them to grasp who we were. We are settling in, but they've since proven to be skilled in what they do.

How did Greenlight Digital perform from a project management standpoint?

They are quite flexible, and they've offered a variety of solutions to our company. We've even hired one of their consultants full time for two days a week since they are true experts. Greenlight Digital was accommodating in letting her do that.

What distinguishes Greenlight Digital from other providers?

Their subject matter expertise stands out because they proved their knowledge quickly, and it was clear we need to stick with them. Greenlight is clearly a leader in Europe for search engine marketing.

Is there anything Greenlight Digital could have improved or done differently?

We could have improved our collaboration in its startup phase, giving a better view of our companies to each other in terms of our way of working. 

BACKGROUND

Please describe your organization.

LV Group is the UK's largest financial service mutual insurer. We have 5,700 employees and operate within life and pensions insurance, as well as the general insurance market.

What is your position?

I am the digital director within the life and pensions sector. I am in charge of the direct-to-consumer marketing teams, as well as our digital teams.

OPPORTUNITY / CHALLENGE

What business challenge were you trying to address with Greenlight Digital?

The majority of our business came through financial advisers and brokers, and we wanted to grow our direct-to-consumer reach. We chose digital marketing as the means to do that.

SOLUTION

Please describe the scope of their involvement in greater detail.

We tasked them with growing our consumer business and managing the strategy around that growth. They were responsible for the media channels used for effective acquisition of customers for the policies we were looking to sell.

Their scope extended across various digital media channels, including paid search, social media, affiliate and performance programs, email and content marketing.

How did you come to work with Greenlight Digital?

We had set criteria which had to be met. We went through a lengthy sourcing process with our team, looking at the top digital agencies in the UK. We then had a request for proposal process with 12 agencies, which were narrowed down to 6, and then 2. We selected Greenlight Digital based on commercial requirements.

Could you provide a sense of the size of this initiative in financial terms?

Our annual budget was $5,000,000-$10,000,000.

What is the status of this engagement?

We started working together five years ago. The work has ended.

RESULTS & FEEDBACK

Could you share any statistics or metrics from this engagement?

They did a great job in growing our consumer base. Our sales channel grew 25-30% year after year during their involvement. Initially, we were acquiring customers at a 50% lower rate through digital media than through traditional channels. We had previously used direct mail, TV ads and press advertising. Our cost of acquisition was affected as well.

How did Greenlight Digital perform from a project management standpoint?

They have a great account management team. One of the things that normally concerns me when working with agencies is the lack of continuity that comes with a great staff turnover within an account management team. This is true for a lot of agencies, but Greenlight Digital has very little turnover. The people who pitched for the business initially were with us for the duration of our three year collaboration.

We had quarterly business performance reviews, and there were service-level agreements put in place for account management.

What distinguishes Greenlight Digital from other providers?

They're digital experts. This is the sole point of focus for them. Greenlight Digital built great proprietary technologies in-house, which stand out in the market and give us a competitive edge.

Is there anything Greenlight Digital could have improved or done differently?

Because they focus entirely on digital marketing, they should consider building relationships with agencies that do non-digital work, in order to offer the holistic service that larger clients look for.

BACKGROUND

Please describe your organization.

We are a healthcare provider working with cash funds and dental insurance.

What is your position?

I am the digital marketing manager of the company.

OPPORTUNITY / CHALLENGE

What business challenge were you trying to address with Greenlight Digital?

We wanted help in hitting our direct sales and leads targets for our consumer and business-to-business segments.

SOLUTION

Please describe the scope of their involvement in greater detail.

They provide SEO, PPC, affiliate and display marketing services for us.

How did you come to work with Greenlight Digital?

The company looked at a number of digital marketing agencies, pitched their project, and Greenlight Digital won the process.

Could you provide a sense of the size of this initiative in financial terms?

The annual cost is over $1,000,000.

What is the status of this engagement?

We started working with Greenlight Digital four years ago. It's ongoing work. We will review the contract this year.

RESULTS & FEEDBACK

Could you share any statistics or metrics from this engagement?

Last year, we hit our sales targets for all quarters. From a web leads point of view, they also achieved their targets.

How did Greenlight Digital perform from a project management standpoint?

They are generally strong with project management when they retain key personnel. However, there have been times when their top people left the agency and it takes time to replace them with experienced, strong resources.

What distinguishes Greenlight Digital from other providers?

As any agency, they are very dependent on their people. Greenlight has excellent team members who work for them, and any challenges we’ve had with them were due to losing good people. I've been happy with their performance overall.

Is there anything Greenlight Digital could have improved or done differently?

We are having discussions about the relationship, but this is a matter of due diligence on our side. It is a significant expense for us, and we want to make sure that they're still the right agency for our needs, but that's not a reflection on Greenlight Digital.

BACKGROUND

Please describe your company and your position there.

I’m the owner of a company that provides airport limo, executive taxi, and professional livery car services. We were one of the first ground transport company to be solely dedicated to airport transportation services, quickly becoming the provider of choice in our region.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Greenlight Digital?

We hired them for online marketing, specifically search engine optimization.

What were your goals for this project?

We wanted to improve our online rankings.

SOLUTION

How did you select this vendor?

We looked around and found Greenlight. Initially, we had a phone meeting with their team to discuss our needs. They then presented a custom plan showcasing how we would go about achieving our goals.

What was the team composition?

Our account director provided us with the project overview and details.

RESULTS & FEEDBACK

Can you share any statistics or metrics that speak to the quality of their work and impact of the engagement?

They’ve had a significant impact on our rankings, leading to an increase of over 300% in organic traffic within the first six months.

How did the Greenlight Digital perform from a project management standpoint?

Derek, our account director, was very pleasant to work with. He answered any questions we had and provided progress reports on a fortnightly basis.

What impresses you about the Greenlight Digital?

A lot of companies promise big things, but Greenlight’s team goes above and beyond to deliver.

Are there any areas for improvement?

None that I can think of.