Generating Pipeline and Warmer Leads for Our Account Executives

Brightspot Case Study

About Brightspot

Brightspot is the future of digital publishing.

As life-long publishers and media gurus, Brightspot’s founders grew weary of the overly complex CMS technologies available on the market. These “solutions” were slow, rigid, and hard to use. Even worse, none of them catered specifically to the needs of high-speed digital publishers, media companies, and brand storytellers.

In 2012, Brightspot set out to change all of that. Brightspot was created on a light-weight, data-modeling framework to deliver the speed and agility modern content producers crave. Their low-code foundation unlocks more digital power for users, getting technology out of the way of effective, creative strategies.

Josh Martin

VP of Marketing

Industry

Computer Software

Website

www.brightspot.com

Challenges & Scope

ICP: Corporate & Media – Mid to Large corporations.

Product: A modern CMS and DAM with best-in-class editorial tools and robust admin features.

Brightspot hired CIENCE to generate their pipeline and get warm leads for their Account Executives. CIENCE researchers were tasked with examining prospects based on Brightspot’s target audience, finding prospects’ contact information, and proceeding with cold-emailing once approved. In this way, CIENCE’s specialists were able to fill Brightspot’s top-of-funnel pipeline, ultimately providing valuable additional resources to Brightspot’s in-house Business Development Representative team. 

Why CIENCE

“The team we worked with was extremely communicative. We had a weekly meeting with the team and in advance of every meeting, they provided in-depth reporting and analysis on their weekly activities. 

This provided us insight into how our campaigns were performing and we were able to then leverage some of their best practices for our in-house campaigns.” – Josh Martin, VP of Marketing for Brightspot

Results

Brightspot found working with CIENCE to be a valuable experience thanks to CIENCE’s proactive, open communication, and ability to share expertise and best practices.

As Josh Martin said, “I have nothing negative to say about CIENCE… When we asked for more, they provided more ideas and suggestions. When we needed to pull back due to time constraints, they kept working in our absence.”

Frequently Asked Questions

What results did Brightspot achieve by working with CIENCE?

Brightspot successfully filled their top-of-funnel pipeline with warm, vetted leads for their Account Executives. CIENCE’s outbound prospecting and cold email campaigns supplemented Brightspot’s in-house Business Development Representative team, expanding their overall pipeline capacity.

What services did CIENCE provide to Brightspot?

CIENCE provided prospect research, contact data acquisition, and cold email outreach targeted at Brightspot’s ICP of mid-to-large corporations in the Corporate and Media segments. CIENCE specialists identified and validated prospects before executing approved outreach campaigns on Brightspot’s behalf.

How did CIENCE communicate and report progress to Brightspot?

The CIENCE team held weekly meetings with Brightspot and delivered in-depth reporting and campaign analysis before each session. This transparency gave Brightspot clear visibility into campaign performance and allowed them to apply CIENCE’s best practices to their own in-house efforts.

Why did Brightspot choose CIENCE for outbound lead generation?

Brightspot selected CIENCE for their strong communication, proactive support, and ability to adapt to changing bandwidth needs. According to VP of Marketing Josh Martin, the team provided additional ideas and suggestions when asked, and continued working effectively even when Brightspot needed to reduce their direct involvement.

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