04: How dcs plus boosted visitors and leads by 4X using HubSpot with Andrei Savin

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dcs plus is a Romanian based company that was selling its technology solutions to travel industry professionals across the world. However, when the company realised it needed to make a change to its marketing strategy it partnered with HubSpot. Since then, dcs plus has boosted its website visitors and leads by 4X. Andrei Savin, the Marketing Manager at dcs plus joins us for this revealing interview about how they did it.

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Time Stamped Show Notes

(click the time stamp to jump directly to that point in the episode.)

  • [01:32] – Andrei shares the story of the origins of dcs plus and how its success starts with a passionate culture
  • [04:26] – Andrei tells us about his diverse background and how he came to work with his best friend since the second grade
  • [07:16] – dcs plus was selling world wide but realised it needed to change the way it marketed and sold it’s products because what got them to their current success wasn’t going to get them to the next level
  • [09:20] – dcs plus realised that having been in the business for 14 years and with customers in 45 markets worldwide they had acquired specialised knowledge which caused them to investigate the Inbound Methodology
[spp-tweet tweet=”The main thing we wanted to accomplish was to educate the market – Andrei Savin @_dcsplus_”]
  • [11:29] – One of our mottos is that no presentation or call with a customer should remain without something that is learned
  • [12:20] – When we first started with the website, it was pretty much an engineer’s website and you’d have to be an engineer to understand it. But we didn’t take into consideration that most of the people who are buying our product are not engineers. So we started learning that we need to speak a different language in order for people to understand what we were saying. We started to use the same language that our customers were using
  • [14:25] – Andrei talks about his buyer personas
  • [17:34] – dcs plus started with HubSpot because it gave them all the tools that were interconnected and in the same place
  • [18:08] – Andrei discusses the 4X increase in leads and 3.6X increase in website visitors. Prior to HubSpot, they didn’t have proactive actions to get leads and to make themselves known in their market
  • [22:06] – Andrei shares how long it took from the time they started to generate content and assets till they started to see new leads in the system.  The results came quickly but strong numbers came after about 6 to 8 months
  • [23:42] – dcs plus started learning by creating a blog, then did some articles, then based on some interest in certain areas they created an ebook.  Initially there wasn’t a detailed plan and they responded to questions that customers were asking to decide what to write about. This evolved into comprehensive content and offers for each stage of the buyers journey
  • [26:35] – Andrei shares how engineers discovered what customers were talking about on their terms.  They started with the support team and then created some questions for the sales team to ask prospects and leads.  From these answers materials were created to address those needs
  • [28:29] – dcs plus plans to continue with HubSpot and the Inbound Methodology.  Their next step is to expand their content into video
  • [30:13] – Andrei shares his advice to other business owners and marketers that are starting out with HubSpot and the Inbound Methodology: First – listen to your customers and prospects, ask as many questions as you can, think about how you can help them

3 Key Points:

  1. Make it your main goal to educate your market
  2. Learn the language of your prospects and customers – and use it
  3. Listen to your prospects and customers, they’ll tell you what content to create

Resources Mentioned:

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