Lenovo boosts lead generation by 20% with Anteriad's B2B data strategy

Lenovo, one of the world’s largest providers of B2B hardware solutions, partnered with Anteriad to infuse intent data into a multichannel strategy designed to address lead challenges and successfully compete in the crowded B2B technology landscape.

Challenge

Lenovo’s enterprise team faced long sales cycles and email fatigue. Despite strong tools and a large database, their predictive models weren't converting enough leads, and expensive ads didn’t help. They needed to improve conversions of marketing qualified leads (MQLs) and sales-converted opportunities (SCOs)—but their audience was tuning out. 

Solution

Anteriad's multi-channel strategy used intent data to fix Lenovo's lead challenges through four key avenues:  

• Scoring: Prioritized domains based on intent data, triggered nurture emails using Anteriad’s Marketing Cloud and Eloqua, and ads via Adobe Audience Manager.  

• Targeting: Identified new and existing contacts showing intent signals. 

• Tactics: Launched a four-touch email nurture campaign and added tele-qualification via Lenovo’s team. 

• Measurement: Tracked MQLs, SCOs, new contact acquisition, and reactivated dormant leads. 
  
  

Results

Anteriad's integrated approach delivered significant campaign improvements: 

• 25% lift in email open rates
• 50% increase in click-through rates
• 20% boost in leads from website
• 32x ROI from closed business
• 75% of new opportunities were net-new