HIPB2B

BACKGROUND

Introduce your business and what you do there.

I'm a senior corporate marketing manager at LogMeIn. I manage lead generation and ABM programs for our GoToMeeting and GoToWebinar products, supporting our assisted-touch sales channel.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with HIPB2B?

We wanted to generate more quality leads, so we were looking for a vendor to help us with ABM (Account-Based Marketing).

SOLUTION

What was the scope of their involvement?

They use direct email to help us generate new leads. They also provide strategic recommendations and assist with customer questions.

What is the team composition?

We mostly work with Zach (VP, Sales and Client Success, HIPB2B) and Bret (CEO and Founder, HIPB2B).

How did you come to work with HIPB2B?

Bret reached out to me directly. We discussed their capabilities and initiated proof of concept tests with them. They were a great fit, so we continued working with them.

What is the status of this engagement?

We started working with them in December 2017 and the relationship is ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

They accomplished all of the goals we had set for them. They were able to drive quality leads, keeping the cost per lead down.

How did HIPB2B perform from a project management standpoint?

They're very organized and offer the best customer service we've seen with vendors. We usually use email and phone to stay in touch.

What did you find most impressive about them?

They have a unique value proposition. They target individuals who are even partially engaged with the relevant content, so we feel that we have a really broad and robust market that we can target. HIPB2B gives us the best value we've seen across all of our Cost Per Lead vendors.

They have also been able to operate at scale, react to changes in segmentation, content or other MarTech issues that come up, on the fly. It has been very easy to work with Zach and his team, and their attention to detail is impressive and appreciated, especially against execution and lead delivery.

Are there any areas they could improve?

Perhaps leveraging third party Intent data and Tech Install Base layers to their programs–I don’t think they offer that now.

Do you have any advice for potential customers?

If you're selecting a third-party vendor for your paid media campaign, you should definitely consider HIPB2B.

BACKGROUND

Introduce your business and what you do there.

I’m the CMO of a media company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with HIPB2B?

We had a busy quarter with a lot of new customers asking for lead generation services. Additionally, we have multiple online business publications with their own projects going on. With all the demand, we needed an outside firm to satisfy our customer’s needs successfully.

SOLUTION

What was the scope of their involvement?

About 10 of our clients wanted to do a lead generation push. Once four or five more firms signed on for a similar project, we hired HIPB2B to utilize their resources. We found out that they have a large database of contacts that we can tap into. We have one as well, but it’s nice to be able to lean on a partner and leverage their assets. They’re able to implement a targeted approach to consumer outreach.

HIPB2B’s lead generation process isn’t much different than our own. They sort their database by the criteria we provided to select a group of prospects. They pull all that data, and we create a marketing email together. Their efforts include designing our landing page, putting everything together, and launching the program. Once the leads come in, they review and confirm contact information. Sometimes that process is frustrating for our client because there’s a little bit of delay, but we have to make sure the information is correct. Finally, HIPB2B delivers the confirmed contacts to us via an Excel file. We send that file to the client so they can start the nurturing process right away.

What is the team composition?

Zach (VP of Sales and Client Success, HIPB2B) is our primary point of contact. We worked with three different people since the engagement began.

How did you come to work with HIPB2B?

One of our staff members had worked with the president of HIPB2B in the past and gave me their contact information. We reached out to two additional companies to help us fulfill our lead generation needs. We worked with all three to understand what they bring to the table. That process involved testing two or three programs with each candidate. We eventually decided to focus our attention on HIPB2B.

How much have you invested with them?

We’ve spent $50,000-$200,000 thus far.

What is the status of this engagement?

We started working together in April 2017, and the engagement is ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

3%–15% of the leads that they deliver for us convert to the next stage. I’ve worked with about nine other lead generation companies throughout my career, but none of them were as professional as HIPB2B. They provide excellent service, and that has a lot to do with Zach’s involvement.

How did HIPB2B perform from a project management standpoint?

Zach functions as our account manager, and he does a fantastic job. He’s diligent and always on top of project developments. He’s also relatively conservative in regards to setting expectations. He likes to under-promise and over-deliver. We consider Zach a trusted partner.

HIPB2B made mistakes in the past, but they’re the first to raise their hand, apologize, and fix it. They’re also responsive, accommodating and thorough. They’ve even helped us address glitches or bugs that weren’t related to their services.

What did you find most impressive about them?

Their devotion to quality, integrity, and affordability makes them stand out. They’ll match any price and will even lower it for repeat customers. They treat us like a valued partner.

Are there any areas they could improve?

No, there’s nothing I would change. We’d hire them for more projects if they provided more services.

Do you have any advice for potential customers?

New companies should shop around and look at different vendors. That process will illustrate how HIPB2B operates ahead of the competition.

BACKGROUND

Introduce your business and what you do there.

I am the digital marketing manager at Dude Solutions. We are a facility management software company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Brian McDonald?

Part of my role at the company is to work with vendors to generate leads through outbound campaigns. HIPB2B serves as one of those vendors.

SOLUTION

What was the scope of their involvement?

We give HIPB2B parameters for our email marketing campaigns in four market segments—education, government, healthcare, and manufacturing. For example, we target manufacturers with at least $5 million in revenue per year, or we target state and local governments, but not the federal government. Once we detail the campaign we need, HIPB2B gives us a quote for the project. If we agree to the campaign, we provide their team with content we create internally. They then work with that content and draft landing pages and emails for our approval. Once approved, they coordinate the campaign and enter the markets quickly. Their best quality is how quickly they enter the market with high-quality materials.

What is the team composition?

I’ve worked only with Zach (VP of Sales and Clients Success, HIPB2B).

How did you come to work with HIPB2B?

They were a company partner before I came on board.

How much have you invested with them?

I believe we’ve spent between $40,000–$50,000.

What is the status of this engagement?

I began working with them in July 2017, but they’ve worked with our company for three or four years overall. We completed a campaign in Q4 2018, and we anticipate another campaign in Q1 2019.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

We judge their results based on the opportunity rate—similar to a conversion rate—that we calculate and the revenue that we generate. I’ve been very happy with their service and what they deliver.

How did HIPB2B perform from a project management standpoint?

I’m always surprised by how quickly they can complete some of these tasks. They always deliver according to the deadlines. They have been helpful in presenting us with new strategies that would promote our growth. They partner with us as a client to help us reach our goals.

What did you find most impressive about them?

They’ve proven to be a trustworthy and reliable vendor. They are timely and accurate in their work, and they are quick to respond to all of our issues. They respond well to feedback, and not all vendors operate that same way.

Are there any areas they could improve?

A lot of vendors have an API that allows them to digitally send leads directly into our database, where we qualify and reroute them accordingly. That’s a technical service HIPB2B doesn’t offer. We instead have to wait for them to send us an Excel file, which we then load into our database.

Do you have any advice for potential customers?

They are worth a shot. I definitely recommend them.