Case Study

Building a Measurable Inbound Marketing Machine

Challenge / Objective

ZRG’s consulting practice was heavily network-driven, with marketing impact difficult to measure. The objective was to design a digital-first, trackable inbound system that generated qualified leads at scale and provided leadership with full visibility into ROI.

Workstreams

  • Built SEO-driven content clusters.

  • Launched gated assets, HubSpot nurture flows.

  • Introduced lead scoring, segmentation, attribution dashboards.

  • Aligned consultant follow-up processes.

Results

  • Attributed €3.5m+ pipeline within 18 months.

  • Improved MQL → SQL conversion by 35%.

  • Delivered real-time ROI dashboards.

Bottom Line

For the first time, marketing had measurable influence on revenue. This inbound system reduced reliance on networks and created predictable demand, giving executives confidence in marketing ROI.