R1: Lead Generation Case Study

Tracking the Life of a Lead

R1 partnered with Sagepath Reply to modernize lead generation and improve how high-value opportunities were identified, nurtured, and converted. The engagement focused on increasing both lead volume and lead quality, particularly across target accounts, through a more data-driven and automated account-based marketing strategy.

The Challenge

R1 had long relied on sales teams as the primary driver of new business, making it difficult to scale lead generation and consistently identify the most valuable opportunities. The business needed a more trackable and automated approach that could support sales with higher-quality leads and better visibility into performance.

The Solution

Sagepath Reply built a more automated, account-based marketing strategy focused on proactive targeting, personalization, and tighter CRM and marketing automation integration. Using search behavior, audience targeting, lead scoring, nurture programs, and personalized content, the team helped R1 generate higher-quality leads and move them through the funnel more efficiently.

Improving the Health of the Business Through Better Connections

R1 was in immediate need of a more automated, digital option for bringing in leads. Their existing methods lacked any ability to track, connect, or identify high-value leads. Utilizing their existing data and content we were able to implement a marketing strategy that transformed the way their sales team succeeds.

Proactive Targeting and Integrating Technology

It was extremely important that our marketing efforts integrated with their CRM and marketing automation tools to ensure proper tracking. Leveraging proactive ABM targeting, we were able to meet their goal and then some.

Transforming Data Into Sales

Our growth strategy included a customer journey, beginning with gated thought leadership content delivered across several channels, precisely orchestrated nurture emails, website personalization and CRO, event promotion, and sophisticated lead scoring logic - enabling sales to focus on highest value, highest potential accounts. Our ability to utilize R1’s first-party data, enriched with third-party data from Definitive Health, we matched lists to company IP addresses - allowing us to proactively target accounts with personalized content, distributed via our marketing automation architecture.

The Impact

The result was a more effective and measurable lead generation engine that improved both lead quality and sales support. By aligning data, targeting, and automation, Sagepath Reply helped R1 exceed its original goals and immediately triple revenue.

Total

$7.5M

return on investment

Over

181%

over original lead goal

SALES LEADS

900%

increase in qualified sales leads

Tracking the Life of a Lead

Improving the Health of the Business Through Better Connections

Proactive Targeting and Integrating Technology

Transforming Data Into Sales

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