+25% Better qualified |
5,600 High potential accounts discovered in Ocean.io |
23% More focused audience for LinkedIn Advertising |
The Customer
Zen Media, DK

The Challenge
Increase the quality of inbound leads
When Zen Media generates leads for their partners, their goal is to pass through highly qualified leads only.
Martin Nørgaard Klausen
|
The Solution
Highly targeted LinkedIn audiences on specific qualification criteria
Zen Media aims to generate leads from SaaS IT providers, IT solutions, consulting firms and marketing agencies.
Typically, they would use broad industry categories in LinkedIn to target these industries. But to improve lead quality, ZenMedia tested a more targeted LinkedIn audience built with Ocean.io.
Zen Media built different audiences based on lookalikes of their best customers in their target industries using Ocean.io. The first results were still quite broad, so they added additional filters on size, industry and web traffic in Ocean.io to narrow down their exact ICP.
These audiences were uploaded to LinkedIn and added to their lead generation campaigns.

The Result
More qualified inbound leads - ready for sales
By targeting audiences built with Ocean.io, Zen Media’s campaigns started generating leads of higher quality.
Incoming leads were scored on a scale of 1-5, where Zen Media’s regular campaigns with LinkedIn industry targeting generated leads that scored 2.8 on average. Leads generated with Ocean.io targeting brought in leads that scored above 3.5 - an increase of 25% in lead quality.
What’s next? Zen Media improved their general campaigns without making any campaign edits. Now they plan to further improve lead gen through an end-to-end targeted approach. Speaking more specifically to the different targeted industries could increase performance further.
Martin Nørgaard Klausen
|
