Content Marketing · SEO
A Content Engine That Turned a Drought into a Pipeline
A B2B services firm with brilliant case studies and almost no inbound leads. We built a persona-driven content engine — and it delivered 217% more sales-qualified leads.
+217%
Sales-qualified leads
+94%
Organic traffic
-38%
Cost per lead overall
The challenge
The firm had stellar skills but no way for buyers to find or trust them online. Lead flow was almost entirely outbound referrals, and the website ranked for nothing that mattered.
The approach
We mapped every buyer persona and their decision questions, then built a content calendar that answered those questions at each funnel stage. Long-form pillars earned rankings; short guides and case studies drove conversions; thought leadership built trust with procurement teams.
Repurposing meant each pillar asset fed ten smaller pieces — stretching the budget and the reach.
The results
- +217% sales-qualified leads in three quarters
- +94% organic traffic to high-intent pages
- -38% overall cost per lead across channels
- A reusable content engine the internal team still runs
"We finally stopped stitching reports together and started acting on them. The pipeline speaks for itself." — James Taylor, CMO
Your next growth study is a draft away.
Get a free content plan tied to your qualification questions.