Strategic Shift Helps Manufacturer Stand Out

Client Overview

Client: Integra Manufacturing Solutions

Industry: Industrial Manufacturing Technology

Company Size: 2,200+ employees

Challenge: Following a major acquisition and subsequent rebrand, Integra needed to establish its new market positioning and generate awareness among enterprise decision-makers. Their previous content efforts were technical in nature and failed to connect with executive buyers making strategic decisions.

Our Approach

Focus Inbound implemented our Content Transformation System to elevate Integra’s market presence:

1. Discovery & Analysis

• Conducted market perception analysis across key stakeholder groups
• Mapped content gaps across buyer journey and decision-making units
• Benchmarked against industry leaders and identified differentiation opportunities

2. Strategic Business Planning

• Developed content pillars aligned with Integra’s key business priorities
• Created integrated campaign architecture connecting content to overall marketing objectives
• Established clear KPIs and ROI measurement methodology

3. Premium Content Creation

• Produced comprehensive manufacturing innovation hub featuring industry trends and insights
• Developed executive-level content series on manufacturing digital transformation
• Created visual content demonstrating complex manufacturing solutions in accessible formats

4. Strategic Distribution

• Implemented account-based marketing approach for top 100 prospects
• Established strategic partnerships with industry publications and media outlets
• Created integrated distribution workflow across sales enablement, marketing channels, and executive outreach

Results

The 18-month engagement delivered significant business impact:

• 178% increase in marketing qualified leads from enterprise accounts
• $5.4 million in attributed pipeline revenue from content marketing initiatives
• 42% increase in average deal size for leads generated through thought leadership content
• 4 high-profile speaking engagements at major industry conferences
• 36% reduction in sales cycle length for prospects engaged with premium content
• 31% improvement in brand perception metrics among key decision-makers

“Focus Inbound completely transformed our approach to market positioning. Their systematic content strategy helped us articulate our complex solutions in ways that resonated with executive decision-makers. The metrics speak for themselves – we’re seeing shorter sales cycles, larger deals, and recognition as thought leaders in our space.”

Rachel L. – Chief Marketing Officer, Integra Manufacturing Solutions