Selegance | Success Stories
The client:
ISOpro
Services Offered:
Lead Generation, Social Media Marketing, Email Marketing, Marketing Strategy
ISOPro Software: +83% Website Conversions in 12 Months | Building a Scalable Marketing Engine for B2B GRC SaaS
Challenge
ISOPro is a Sydney-based enterprise Governance, Risk and Compliance (GRC) software provider founded in 2008. Thanks to its simple, comprehensive and fully configurable structure, it enables organisations in highly regulated industries to replace manual compliance processes and reduce time spent on compliance management by up to 70%.
For years, new business had come from word of mouth and occasional telemarketing. Eventually, that approach hit a ceiling. Growth plateaued and the sales team was spending too much time on unqualified leads. Pipeline was unpredictable and the founders knew they needed a more scalable, systemised way to generate and nurture demand.
Approach
- Refined strategy and key website journeys
Together with the ISOPro team, we refined the existing marketing strategy mapping out audiences and pain points, focusing on Operations, Quality, WHS and Environmental Managers.
We then:
- Added trust signals to the website, such as client testimonials and third-party recognition badges, to strengthen social proof.
- Introduced a high-value lead magnet to increase visitor engagement and start nurturing prospects earlier in the sales funnel.
This turned the website from a static brochure into a more focused, conversion-oriented asset.
2. Used LinkedIn to get in front of the right people
Next, we used LinkedIn to consistently reach decision-makers. This included:
- Regularly sharing content that addressed real customer pains.
- Driving interested prospects to the lead magnet and key website pages, rather than pushing for a hard sell too early.
LinkedIn became a predictable top-of-funnel channel feeding qualified traffic into the system.
- Built an email nurture system to warm up demand
Finally, we implemented an email marketing system to nurture new and existing leads over time. This included:
- Regular campaigns featuring best-practice content, product tips and case studies.
- Segmentation by lifecycle stage so messaging stayed relevant as prospects moved through their buying journey.
Instead of one-off touches, ISOPro now had a structured path that moved contacts from first interaction to sales conversation.
Outcome
As a result, ISOPro’s website conversions have increased by 83% in just 12 months, driven by a 154% increase in content engagement on LinkedIn and consistent newsletter nurturing of prospects. Most importantly, instead of relying solely on word of mouth and sporadic telemarketing, ISOPro now has a repeatable marketing engine that attracts, engages and nurtures qualified prospects.
