The Client
Elsight is a technology company that delivers advanced connectivity solutions. They empower organizations with reliable, secure, and high-performance communication systems for mission-critical operations across various industries.
The Challenge
Elsight approached StepUp with a newly hired marketing manager who needed to build their digital marketing foundation from scratch. With high management expectations but limited experience in B2B marketing, they needed guidance to implement HubSpot effectively and demonstrate real business impact quickly.
"Stepup coached me, taught me, and made everything make sense for the first time... they are one of the main reasons we are now scaling, generating valuable accurate leads, and selling our products to the right people while reaching our quarterly and yearly goals like a charm."
Before & After
Before
Inexperienced marketing leadership with minimal B2B expertise
High management expectations without corresponding budget
No clear strategy or customer segmentation
No consistent lead generation or sales attribution
After
Key Strategic Insight
Proving marketing ROI quickly requires more than just tactics—it demands strategic foundation, proper implementation, and clear measurement. By aligning marketing, sales, and management around shared KPIs and demonstrating direct attribution, marketing can transform from a cost center to a recognized revenue driver.
How We Did It
01
Strategic Foundation & Customer Segmentation
We developed a complete demand generation strategy including ideal customer profile segmentation, buyer personas, and customized content strategies for each segment.
Deliverables: - Comprehensive demand generation strategy - Ideal customer profile segmentation - Detailed buyer personas for each segment - Customized content strategies targeting specific audiences
02
HubSpot Implementation & Integration
We set up and connected all marketing tools within HubSpot, creating a centralized platform for website tracking, conversion tools, campaign management, and results measurement.
Deliverables: - Full HubSpot setup and tool integration - Centralized platform for all marketing activities - Website tracking and conversion tools implementation - Campaign management and measurement systems
03
Data Alignment & Performance Tracking
We developed customized dashboards and tailored reports that aligned marketing, sales, and management around clear KPIs, enabling everyone to monitor lead quality, conversion rates, and marketing's contribution to sales. This resulted in a 26% increase in organic traffic and 19 new customers, of which 5 were directly attributed to digital marketing.
Deliverables: - Customized HubSpot dashboards - Clear KPIs aligned across sales and management - Lead quality and conversion rate tracking
Conclusion
This case study showcases Elsight's remarkable transformation in just three months. By combining strategic guidance, comprehensive HubSpot implementation, and clear performance measurement, StepUp helped an inexperienced marketing team deliver 470% lead growth, 370% increase in new deals, and prove such compelling ROI that management quintupled the marketing budget—while the marketing manager earned a promotion to director.
