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title: Flare Success Story - Inbound marketing filling up sales pipeline
---
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- [GET IN TOUCH](https://danieldornak.com/get-in-touch)
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##### Flare
# Inbound outperforms outbound in less than a year.
[Schedule a meeting](https://danieldornak.com/get-in-touch?hsLang=en)
- SUCCESS STORIES
- Flare
##### COMPANY OVERVIEW
**What they do:** Workplace solutions to Aussie businesses that want to level up their workplace wellness and employee experience programs.
**Size:** 40 - 80 employees (during my time)
## Situation & key KPIs
###### 85% of all leads and sales opportunities were generated by outbound sales, channels and personal network.
###### The Flare HR brand awareness was very low targeting mainly SMEs.
###### The most successful demand generation campaigns so far were events and email marketing. The B2C marketing engine didn't exist.
###### Key Targets: 360 Sales Qualified Leads in 6 months, Increase wellbeing platform usability from 35% to 75%
## Key tactics, activities and results
###### Developed buyer personas, buyer journey and defined marketing vs sales alignment (agreed goals and KPIs - Number of SQLs, number of A/B/C type SQLs, qualification criteria and leads recycle system)
###### Content marketing - the most successful content generated around 960 leads, 30 customers and a bookings revenue of around $600,000 in juts 8 months
(Tactics used - SEO, Social media marketing, LinkedIn Ads, Facebook Ads, remarketing, Email marketing, Google AdWords and advanced nurture programs through automated email marketing)
###### Events - Flare event which generated 70 sales qualified leads and a sales pipeline of $700,000 Participated at the biggest HR event in Australia which helped to increase brand awareness and created a sales pipeline of $650,000
###### SEO - brand new, SEO optimised website on HubSpot platform with advanced features like smart content (serving different content based on the type of web visitor), smart forms, landing pages and content portal which helped to get organic search as the No1 leads and opportunities generation channel
###### A fully automated customer experience communication journey to increase the number of people using Flare platform and choosing our wellbeing products.
## Results
###### 700 Sales Qualified Leads to Sales in just 6 months
###### 300 Opportunities in just 6 months (43% conversion rate from SQLs).
###### 1600 Sales Qualified Leads in 10 months.
###### Sales pipeline of over $25M in just 10 months.
###### Managed to reposition the Flare brand and products with over 75% of sales qualified leads and opportunities from companies with over 100 employees
###### Increased the number of employees joining Flare platform from 35% to 75%
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