Transforming hard data into smart lead scoring

Challenge

F-Secure needed a generic lead nurturing funnel, activated according to lead score; along with accurate reporting.   

Enquiring about out a company’s turnover, industry or number of employees on a lead form is neither easy nor reliable, especially in the early stages of the buyer’s journey.

Solution

We teamed up with an external data service to create a game-changing feature. As soon as a contact types their company name into a form, it pulls up a list of companies after the fifth character, letting F-Secure quickly select the right contact. The form then auto-fills with company details — from across 14 countries.  

We set up lead scoring models to kick off nurturing phases automatically, and custom data objects handle reporting. Plus, a weekly calling list of top leads is generated with links to forms brimming with helpful info, like test results and downloads.