TBGA Service Wins Match for Legal Technology Company

The story

A legal technology company was looking to revolutionize the industry by combining innovative service models, digitally powered solutions, management consulting and legal expertise. Their goal was to apply new technologies and operating models to Fortune 500 legal departments, transforming them from cost centers into business partners.

After a massive market consolidation, our client needed to quickly pivot to differentiate from its (much larger) competition. To aid in this transition, our client turned to TBGA to develop — and execute — a comprehensive plan.

The solution

TBGA focused on maximizing efficiency and efficacy of our client’s limited resources by focusing on the following:

  1. Updating the client’s brand to reflect its broader mission
    We refreshed the brand architecture to integrate three (3) new business lines and change market perception.

  2. Developing marketing strategy to achieve aggressive growth goals
    TBGA meticulously focused on defining the right mix of online and offline tactics to boost the efficiency of their limited resources. Together with their executive team, TBGA focused on a fully-integrated account-based marketing strategy for advertising, email, social media, events, and PR.

  3. Augmenting and cultivating the client’s marketing team as it scaled
    TBGA implemented marketing technology to track campaign performance, automate marketing tactics, and report on multi-touch attribution and ROI. The team also created custom content, collateral, and marketing assets to support product launches and ABM activities.

  4. Creating sales enablement programs
    TBGA developed a sales enablement program to support its expanding business development team. At the conclusion of the engagement, the business development team was armed with sales playbooks, competitive intelligence, sales collateral, and lead generation and nurturing campaigns sales campaigns.

The results

Together, we achieved our client’s aggressive growth goals, ultimately facilitating their exit strategy. Our client’s marketing and sales were more closely aligned. TBGA helped them boost their marketing ROI, collapse their sales cycles, and increase their conversion rates. Ultimately, this translated to top- and bottom-line growth:

  • Our client successfully expanded their client base, capturing $1.5 billion in contracts along the way.
  • A private equity firm invested $500 MM to fund next-level growth.