How Integrate.io Started Generating Revenue in Japan
Company Introduction
Integrate.io provides a unified platform for modern data teams. Integrate.io provides a no-code data pipeline platform for your entire data journey for data teams. They provide tools & connectors for easily building and managing clean, secure data pipelines that enable better decision-making. The Integrate.io platform gives teams easy access to powerful ETL and reverse ETL, ELT & CDC, API management, data observability, and data warehouse Insights all in one platform.
Reason for Japan Entry
The Integrate.io saw leads from Japan come through their existing organic channels but had no way to address them. The team took these leads as a positive indicator and anticipated a larger influx of leads with localized content and a local go-to-market team. Integrate.io engaged Nihonium to take on localization, lead generation, and fractional sales.
Working with Nihonium
The initial goal of the engagement with Nihonium was to generate traffic in Japan and address the leads that were coming through the funnel. The Nihonium team started by localizing relevant marketing websites to capture leads. Localization of content was also done simultaneously to generate traffic. Based on research, the Nihonium team was able to identify the keywords that were most relevant to the Japanese market. Nhonium then localized the content based on those keywords. The challenge with localization for Intergrate.io was that their product offerings were highly specialized to teams and individuals that manage data. Their target customers work closely with data, so the localized content had to resonate with the audience to generate quality leads.
Image: Integrate.io’s localized homepage.
To provide the leads with the best experience, the Nihonium team took on the role of local support and sales. Once the localized website was done, making sure that the page had a local feel, the Nihonium team engaged with customers on Integrate.io’s behalf. One of the important aspects of the Japanese landing page is to have a second CTA to “Download Documents.”
Any inquiries from the chat bot on the homepage went to Nihonium teammates with a response time of less than 5 minutes within business hours. Any leads that came through the marketing funnel were nurtured by Nihonium with an email cadence and a CTA to book a product demo.
As leads were being nurtured, the Nihonium team worked to familiarize themselves with the product and localized sales collateral. Though it’s hard to be a product expert in weeks, the Nihonium team managed to conduct the demos. Any outstanding questions were addressed after the call liaising with the Integrate.io team. After a few demos, the Nihonium team was conducting demos smoothly.
In addition to generating leads and working on sales, the Nihonium team facilitated educational webinars (勉強会), which are popular in Japan. Since the technology is new to part of the audience, the Nihonium team would help educate the market with live webinars, preceded by a Q&A. The goal of the webinar is to generate new leads, but further nurture and educate the existing leads. The Nihonium team has also participated and presented in events on behalf of Integrate. For example, Nihonium’s Sangwook Lim presented an introduction to Integrate.io at the “3rd Low Code Festival” hosted by DevOps Hub.
Image: Agenda for Sangwook Lim’s presentation at “3rd Low Code Festival”.
All the initiatives paid off for Integrate.io: The Nihonium team started closing sales deals and generating revenues for Integrete.io. They are now working with one of the largest Japanese advertising companies as a customer, as well as, a world-class auto manufacturer. Integrate.io was able to fully take advantage of the Japanese market and is now the point where they have full-time employees to facilitate all their Japanese leads!
Image: Integrate.io’s booth at the Salesforce Live Korea event
Integrate.io has taken the relationship with Nihonium one step further and has implemented a similar strategy for the Korean market (Nihonim offers similar services for the Korean market) and has seen similar results. Nihonium has worked in Japan and Korea on behalf of Intergate.io and has been able to deliver traffic, leads, and most importantly, revenue.
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