Legal Technology
Technology companies serving law firms, legal departments and professionals who manage evidence and discovery.Featured companies: DISCO
Case Study
Key takeaways
- 8:14Attorneys are among the hardest B2B audiences to reach because they bill by the hour (some in 15-minute increments), and COVID compounded the problem by moving them to home offices where SDRs had no phone numbers and events dried up.
- 12:20Targeting a steady ~4,000-4,500 contacts per month, DISCO reached 30,299 people across over 24,000 accounts, with roughly 548,000 impressions, 794 clicks and 497 site visits since starting with Influ2 in September 2020.
- 15:23Influ2's Salesforce integration logs ad clicks as activities and alerts sales reps in real time, so they know exactly which named person engaged with which ad; engagement scores are then used to rotate low-engagement contacts out monthly.
- 20:28Working warm, sales-aligned target lists instead of cold outreach shrank DISCO's average close time for mid-range deals from 60-90 days to about 30-45 days.
- 25:34Even VPs and senior executives spend significant time on Instagram and Facebook, so Influ2 buys across all platforms (Facebook, Google, Instagram, LinkedIn, Yahoo) rather than optimizing channels — with niche audiences you want to reach the decision maker at any cost.