22,000 new contacts gained
3X increase in organic traffic
2X increase in website traffic
By 2013, Unumäó»s digital marketing team realised team realised that the outbound methods that it was using were not delivering the desired results, says Soeren Diel, the companyäó»s digital marketing manager. A member of the team suggested inbound marketing as a possible way forward, but the handful of unconnected tools available made it difficult to do this effectively. The team needed a better way to start a conversation and nurture their target audience.
äóěWe had our blog on WordPress, our website on a custom CMS and we used Silverpop to send out occasional product updates. However, they didnäó»t work well together äóń we needed to find a way to get smarter about our online activities,äóť explains Soeren.
Itäó»s while the team was looking for a solution that they found HubSpot, or rather it found them:
Hubspotäó»s own marketing not only proved to the team that Hubspot knew their stuff, but also confirmed that inbound marketing works.
äóěWith all this useful content that Hubspot was putting out there, it became clear that the HubSpot software itself was something weäó»d like to try. It was easy-to-use and came with all the analytics that our other tools lacked. That was three years ago and weäó»ve been delighted with the results!äóť
Soeren describes Unum as a B2B2B insurance provider, as it sells its products through brokers to other businesses. That means that one of its primary goals is to build awareness for its brand and its products amongst employers, so that when they approach a broker, they have Unum in mind.
äóěWe wanted to build up their trust and show them that we were thought leaders in our field, so we produced ebooks, guides, online workshops and whitepapers that spoke to their concerns and answered their questions. We put that content on Landing Pages, added Calls-to-Action and Forms and then used the Email App for follow-up communications.äóť
Of course, Unum wanted to target the brokers themselves. To this end, it created content specifically targeted at the broker persona, and put up a detailed Form for them to fill in to get a quote.
Although Unum initially used the HubSpot software for simple data capture and emailing, it started using more and more features as it explored all of the platformäó»s capabilities.
äóěOnce we saw how powerful the software could be for us, we started adding more automation into the mix. Workflows were introduced and we began to use the Keywords tool and SEO features to optimise our Blog and content offerings. Last year, we moved our entire website to the HubSpot COS äóń you could say that weäó»re quite convinced.äóť
Soeren says that one of the biggest changes for him was the ability to prove the ROI of their marketing activities, something that had been impossible to measure accurately before.
äóěI really like the Marketing Analytics Dashboard. Weäó»ve used it since day one, and itäó»s given us incredible insight into how effective our campaigns are. Once we know that, we can make smarter decisions, and thatäó»s really valuable to us.äóť
According to Soeren, the team started seeing results quickly. The conditions were right, in terms of the culture and people, and key stakeholders had bought into the process of test and learn, which was critical to making our inbound marketing efforts using HubSpot a success.
äóěWe were able to generate value from very early on and really build up our subscriber base. Today, we have a list of 22,000 UK contacts äóń thatäó»s a quarter of the entire reachable target audience in the UK . Thereäó»s no doubt that our brand awareness has improved. In SEO terms, we now rank in the top three for all the keywords weäó»re going for; weäó»ve increased our organic search traffic by 3X and general website traffic is up 2X.äóť
In fact, Unumäó»s foray into inbound marketing has been so successful that its sister company in the US, Colonial Life, was interested to test the approach within their own market. In 2016, the team were drafted in to help introduce the inbound marketing methodology at Colonial Life.
äóěBecause we had been through the process ourselves, we knew exactly what to do, and we had HubSpot up and running and getting results within six weeks. It was pretty impressive how quickly things changed äóń for example, we are now near the top of the Google results page for targeted keywords.äóť
äóěIf your company is looking to do inbound marketing well, then HubSpot software and the Hubspot inbound marketing äóěplaybookäóť is an excellent place to get things going. Once you get all your marketing activities working together, youäó»ll see more success, more quickly.äóť
This Unum Case Study is not intended to and cannot be relied on for software product advice or guidance and professional independent advice should be sought for that purpose.
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