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Global demand-gen, regional execution

Client

DNV Business Assurance

Sector

Professional services
Engineering

Services

Strategy
PR and content
Digital build and set-up
Campaign delivery

What we did (in a nutshell)

To establish DNV’s DEI certification as a market leader, we developed a scalable, multi-market demand-gen campaign – empowering regional teams with targeted content and automation tools.

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“The team is great to work with and super knowledgeable. We wouldn’t have been able to own the DEI space in specific regions without them. They created a clear but high-performing digital strategy that was easy to roll out. It’s been a pleasure. Can’t wait for the next one!” Richard Evans Head of Digital, DNV Business Assurance

£1.5 million

Sales pipeline generated

80,630

Impressions in first month

66.7%

Increase in time spent on content pages

An arial view image of yellow tress in the middle of green trees Series of DNV LinkedIn adverts Image of DNV website landing page Image of DNV publication in an ipad screen

A flexible demand-gen framework for international markets

Process

International market research
Campaign planning
Messaging framework creation
Multi-channel campaign execution
Marketing automation implementation
Regional rollout enablement

The Challenge

DNV Business Assurance provides globally recognised certification services, but its DEI certification lacked presence in key markets. While demand for DEI certification was high in mature markets, many regions were still developing awareness. This made a one-size-fits-all campaign unviable.

The challenge was to create an international demand-gen strategy that could be executed regionally. We needed to generate leads efficiently while ensuring regional teams could adapt messaging to suit varying levels of DEI maturity.

The Response

We developed a scalable demand-gen framework designed for international markets, underpinned by market research that gauged DEI awareness across key regions. 

A global-to-local content strategy ensured messaging was adaptable for different regions, while a multi-channel approach combined paid, organic and automated campaigns.

Eloqua automation streamlined lead nurturing for regional teams, boosting engagement by 66.7%, and generating a £1.5 million sales pipeline.

 

A global-to-local content strategy ensured messaging was adaptable for different regions, while a multi-channel approach combined paid, organic and automated campaigns.