The challenge

Pragmatic Web is a leading web design agency based in Brighton, the UK’s ‘digital media hub’. They have a unique business model, with an experienced team that specialises in web site design, build and support using WordPress.

Whilst they had a number of exciting growth plans in place, they were faced with some key challenges:

  1. Operating in a highly competitive marketplace meant coming up against other agencies on a daily basis
  2. People’s perception of WordPress is that ‘anyone can do it’, so why pay an agency?

The solution

With internal resources focused on design and development, Pragmatic decided to engage with Bluestone with a view to using us as a front-end extension to their business development arm.

We started by identifying and building a sizeable list of contacts that we knew already had WordPress web sites. Using our BOOST™ lead generation system, we then rolled out a referral generation campaign to establish the correct decision makers, engage with them on the value proposition, and uncover a number of new business opportunities for Pragmatic’s sales team to nurture and develop.

The results

  • Brand awareness – before starting the process, fewer people were aware of Pragmatic and their services.
  • Pipeline development – a number of new business opportunities were generated and have since been developed by Pragmatic’s sales team.
  • Regular reports – campaign transparency and regular feedback has helped Pragmatic to understand their value proposition and develop their approach to new business.
  • Freeing up valuable time – by supporting Pragmatic at the front end of their sales process, we enabled them to focus on the business end (i.e. closing sales and designing web sites).

Bluestone has been a great resource to have on board to support us at the front end of our business development programme. Their honest and transparent approach, coupled with a number of positive opportunities, provided a major boost at the start of  a busy and successful year.

Angelo Giovino, Head of Sales, Pragmatic Web

 

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