10 Lead Generation Strategies for Technology Companies

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10 Lead Generation Strategies for Technology
Companies
www.OkkoGlobal.com
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• Set Goals
• Define and adapt to your target audience
• Bring value with intent data
• Use short videos to describe complicated data
• Balance gated and ungated content
• Ask your customers to review your product
• Offer free trials or freemium products
• Host webinars and virtual product demos
• Build a content marketing funnel
• Build landing pages

List of Lead Generation Strategies for Technology
Companies
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Set Goals
Establishing clear objectives is a crucial first
step when devising a lead generation strategy for
a technology company. These objectives serve as a
benchmark to measure progress and ensure that all
teams are aligned with the companys overall
strategic goals. Many digital-native companies
use the OKRs methodology to facilitate this
process, as it is a fast-paced and
straightforward approach that engages each team.
OKRs can be set, tracked, and reviewed on a
quarterly basis, with room for adaptation to suit
the companys unique needs. In some cases,
technology companies opt to set corporate-level
priorities instead of individual OKRs and allow
teams to determine the best path to achieve these
goals. This approach can empower teams and foster
a sense of ownership, ultimately driving better
results.
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Define and adapt to your target audience
Defining an excellent customer profile (B2B) or
buyer persona (B2C) is a crucial step in
successful lead generation for technology
companies. This technique provides valuable
insights into the interests, challenges, and
buying habits of the target audience, enabling
tech businesses to tailor their marketing efforts
and encourage potential customers to share their
contact information, such as via forms, to learn
more about their offer. Creating multiple buyer
personas is also advisable for tech companies
offering multiple products, but it is essential
to ensure that they all align with the brand.
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Software sales require a targeted approach to
generate leads, and sales intelligence solutions
can help by providing valuable data to identify
prospects buying signals. This allows tech
companies to pitch their products or services to
the correct individual at the appropriate time
and direct their decision-making procedure. One
effective lead generation strategy for software
sales is intent-driven account-based marketing.
This approach involves targeting a focused group
of buyers and creating personalized campaigns
based on their specific needs and interests,
rather than a generic audience.
Bring value with intent data
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Use short videos to describe complicated data
Technology companies and startups can generate
leads by creating useful and educational SEO
content. Blogs are often the preferred platform
for businesses to reach out to prospects.
However, experimentation is a crucial aspect of
lead generation in the tech industry. Short
videos are an effective way to convey complex
information concisely, making them another viable
option for tech businesses. Maximum individuals
see audio-visual product explainers as appealing.
In 2021, 78 of individuals downloaded a portion
of software or app after eyeing a video. You can
even make videos to address the most typical
questions and highlight your products stability.
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Balance gated and ungated content
Generating leads for technology companies can be
made easier by making gated content. Gated
content works like a transaction where potential
leads pay for premium materials with their
contact information. However, there is an ongoing
debate in the marketing industry about the
advantages and disadvantages of using gated
versus ungated content. Software companies can
generate leads with gated content, but ungated
content creates confidence and brand
understanding. To overcome this challenge,
successful lead generation experts in tech
companies follow Paretos law, which states that
20 of your audience is liable for 80 of your
win. These specialists create only 20 of gated
content, leaving the rest ungated to achieve
record-breaking revenue.
One of the very useful B2B lead generation
methods for technology corporations is leveraging
the power of customer reviews. By reaching out to
your satisfied customers and asking them to leave
feedback, you can create confidence and
credibility with possible leads. Consumers today
rely heavily on reviews from other consumers when
making purchasing decisions, and having authentic
and current studies from actual users can be a
tremendous support in creating your online
standing. While some reviews may come
organically, you can also launch an email
campaign to contact your fully-onboarded
customers and encourage them to leave a review
with a special offer or incentive.
Ask your customers to review your product
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Offer free trials or freemium products
Offering free trials or access to basic features
of a product is a powerful lead generation tactic
for technology and SaaS companies. By allowing
potential customers to test out their product or
service, businesses can showcase the unique value
proposition of their offering and help prospects
make informed purchasing decisions. This
approach is particularly effective for startups
selling intangible products like software, apps,
games, and analytics. Rather than relying solely
on marketing materials to convey the benefits of
their product, companies can let their offering
speak for itself and let customers experience it
firsthand. Offering free trials or basic access
to a product can also help reduce the need for
aggressive selling and alleviate pressure on
sales teams. Customers are able to see the real
value of the product and are often willing to
provide their contact information in exchange for
the opportunity to try it out.
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Host webinars and virtual product demos
Build a content marketing funnel
If a technology company is unable to offer free
trials, it can still effectively generate leads
by providing valuable content in the form of
webinars. This format provides users with
insightful, actionable information in a
digestible manner. Many tech companies find
webinars to be a useful method to engage with
customers and increase lead conversion rates.
Collaborating with other industry experts as
contributors can also help create easily
shareable webinar content. However, one of the
biggest hurdles for tech businesses using
webinars for lead generation is ensuring
attendance. To overcome this challenge, companies
can refer to an ultimate guide on webinar lead
cadences.
Generating leads for software companies can be
made easier by prioritizing the end-users
experience. By providing effective solutions to
common problems, software companies can increase
their lead conversion rates. For inbound lead
generation, it is important to create content for
each stage of the sales funnel attention,
carefulness, and determination. At the awareness
stage, customers are looking for expert guides or
white papers to help them understand the issue.
In the consideration stage, they research
available solutions to define the cause of the
problem. Finally, in the decision stage, they
narrow down their options and weigh the pros and
cons before making a decision.
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Build landing pages
Generating leads for software companies can be
achieved through the use of landing pages.
Landing pages provide a focused and compelling
experience for your users and give you more
control over your campaigns. When a visitor
clicks on your ad from Google, email, YouTube,
etc., they are taken to a landing page. You use
this to connect your companys offer with your
target audience. To optimize your landing pages,
focus on one single goal expressed as a clear
call to action (CTA). The landing page should be
engaging and prompt visitors to accomplish one
precise action. Well-formed landing pages will
allow you to capture visitors contact
information and convert them into leads. To
increase the chances of success, concentrate on
the above-the-fold area of the page and contain a
decisive offer. Use headings to promote the
significance of your offer and motivate guests to
take an effort.
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