Client Profile:
ACI Worldwide is a leading technology company specializing in payment systems, providing innovative solutions to financial institutions globally. Their focus is on connecting with key decision-makers within these institutions to drive sales and revenue growth.
Challenge:
ACI Worldwide faced significant challenges with their existing lead generation strategy. Despite partnerships with industry-specific publications, nearly half of the generated leads lacked the authority to make purchasing decisions. Additionally, the manual processing of lead data further strained their internal resources, slowing down and hampering the engagement process.
Solution:
ACI Worldwide partnered with LeadSpot to resolve these challenges. LeadSpot’s approach began by building highly targeted Ideal Customer Profile (ICP) audiences tailored to ACI’s needs. These detailed ICPs ensured that only prospects who fit ACI’s ideal buyer personas were included in the campaign.
To further refine and prioritize engagement, LeadSpot applied 90 days of contact-level purchase intent signals to identify the most active and relevant prospects. This allowed us to target individuals with demonstrated intent, increasing the likelihood of meaningful engagement. Additionally, LeadSpot and ACI worked together to establish a set of pre-qualification questions that each prospect had to answer before being classified as a lead. These questions ensured that the prospects met ACI’s decision-making criteria before entering their sales pipeline.
LeadSpot also integrated seamlessly with ACI Worldwide’s existing Salesforce and HubSpot systems, automating the lead delivery process. This eliminated manual data entry, allowing ACI’s team to focus their efforts on engaging with high-quality leads rather than managing data.
Results:
LeadSpot consistently delivered highly qualified leads that aligned with ACI’s target audience of decision-makers within financial institutions. As a result, ACI incorporated LeadSpot’s leads into their Account-Based Marketing (ABM) campaigns, which became their primary source of qualified leads.
Key results from the collaboration:
- Generated over $4 million in qualified Annual Recurring Revenue (ARR) pipeline in the first 90 days from LeadSpot leads.
- Averaged 5-7% lead-to-opportunity conversions within the first 120 days.
- Closed $240,000 in new revenue during that time.
- Achieved a 50% reduction in cost-per-lead compared to previous campaigns.
- Realized significant time savings due to the automation of lead delivery and data integration with Salesforce and HubSpot.
- ACI’s ABM campaign, powered by LeadSpot leads, became the top-performing lead source.
This strategic collaboration enabled ACI Worldwide to optimize their lead generation process, significantly reducing manual efforts and improving the quality of leads. The $4 million in qualified ARR pipeline generated from LeadSpot’s leads within 90 days and the $240,000 in new revenue closed during the first 120 days underscore the power of targeted engagement and strategic audience building.
Conclusion:
LeadSpot’s partnership with ACI Worldwide demonstrated the value of precision targeting and leveraging purchase intent signals in driving high-quality leads. By building detailed ICP audiences, prioritizing prospects with intent signals, and integrating seamlessly into ACI’s existing systems, LeadSpot provided ACI with a steady stream of qualified leads that directly contributed to their revenue growth and reduced lead generation costs. This collaboration highlights the impact of data-driven, content-led lead generation strategies on successful pipeline creation and closing new deals.
