How it all began
The summer of 2022 marked the beginning of a new chapter in the history of CRM Solutions. At that time, Ukrainian businesses were struggling to survive in the conditions of war. CRM Solutions, one of the leading companies in the field of CRM system integration, also faced these challenges. Previously, most customers actively used CRM systems from the aggressor country, such as AMO CRM or Bitrix. But for obvious reasons, the implementation of these systems had to be left in the past.
The company faced a dilemma: how to launch marketing and attract new customers in these challenging conditions?
CRM Solutions partners Serhii Tymchuk and Nataliia Sedova realised that it was time to take action. That’s when they turned to us. The goal was ambitious — to build a new marketing department from scratch, set up a lead generation process, and achieve an impressive 150+ leads per month. At that point, they were only receiving up to 10 inquiries, mostly through referrals.
Solve Marketing is currently a strategic partner of CRM Solutions. We have been working as a remote marketing department for over two years.
In this case study, we described the results we achieved and the actions that led to those results. The main thing to note at the outset is that there is no magic pill. Results come from systematic and painstaking work.
On average, it takes 12-15 touches to acquire a customer, and the task of marketing is to create opportunities for these touches and do everything possible to ensure that the customer chooses your business.
You can find detailed information about our approach here.
Therefore, the CRM Solutions marketing department works in the following areas:
- Creating an attractive product and a strong proposition.
- Creating the perfect interaction experience from the first contact.
- Brand packaging, corporate identity update.
- Creation and regular updating of presentation materials.
- Assistance in developing a partner network.
- Assistance in creating and developing a community.
- Website development.
- Blog development.
- Contractor selection, SEO promotion support.
- Building end-to-end analytics.
- Launch of paid traffic tools (targeted advertising on Meta, Google Ads).
- Development and implementation of selection factors.
- Monitoring competitors.
- Content marketing.
- Working on reviews.
- Social networks of the company and its founders.
- Introduction of virtual avatars.
- Development and implementation of a strategy for entering the English-speaking market.
- Promotion on LinkedIn.
… and much more.
In other words, the marketing department is not just about advertising or social media. It involves systematic work on creating and improving processes such as regular market analysis and competitor monitoring, content marketing, regular implementation of SEO recommendations, and much more. It also involves creating and improving tools, starting with the website, presentation materials, etc.
| There was | It became |
| Up to 10 requests per month, mainly through recommendations. | Over 150 leads every month from all channels. |
| Limited partner base. | Over 500 active partners — the largest network among CRM integrators in Ukraine. |
| Minimal organic traffic. | Stable growth in organic traffic and leads. |
| Lack of strong positioning. | A new positioning and slogan have been introduced and are used across all channels. |
| No paid traffic and end-to-end analytics. | Effectively configured advertising campaigns in Meta and Google Ads with end-to-end analytics. |
| Lack of a centralised community. | A community of over 250 customers and partners that contributes to the development of the brand. |
| Not enough content reflecting expertise. | A blog with dozens of articles that bring in hundreds of views through organic search. |
Now let’s take a closer look at the main areas of work:
1. Strategic planning. We work according to our own planning framework, which is based on a detailed analysis of the market, product, competitors, and selection factors. After conducting this analysis, we formed a detailed action plan, which, in our opinion, is why a strategic stage is necessary when working on a project. For more information on why a marketing strategy is necessary, please refer to this article.
2. Website update. A website is the face of a company. And we have created a new face for CRM Solutions. Our goal was not only to update the design, but also to make the platform as useful as possible. We worked through cases of successful integrations, customer reviews, and highlighted the company’s advantages: over 7 years of experience, a staff of 20+ employees, and much more.
3. Developing a strong positioning. We listened to our customers and studied their pain points and problems. During interviews, we discovered an interesting pattern: most companies implemented CRM systems that they then did not use. And that’s when we realised that CRM Solutions is exactly the kind of company that solves this problem. The fact is that CRM Solutions experts either select a system that the business will actually use or refuse to implement it. Therefore, the positioning — “CRM Solutions — CRM that works” — helped to truly differentiate the company from its competitors.
This was accompanied by the slogan: CRM works = Business works = Economy works. The positioning and slogan are used in all advertising materials. We made sure that it did not remain “on paper” but was actually implemented in all stages of communication.
4. Rebranding and corporate identity. To emphasise the new positioning and adapt to modern market requirements, we rebranded CRM Solutions. The corporate identity was significantly updated, and a new logo, identity, and corporate materials were developed. These changes made CRM Solutions more recognisable and modern.
5. Content marketing. We started telling stories — real, interesting, inspiring ones. Each blog post revealed the features of CRM integration. Our experts shared the secrets of success and explained complex technical aspects in simple language. Currently, the CRM Solutions blog has dozens of useful articles that receive hundreds of views through organic search.
6. Advertising campaigns. The success of any campaign depends on attention to detail. We have configured search advertising, targeting, and SEO promotion so that every hryvnia brings maximum results. Particular attention was paid to configuring end-to-end analytics — it became our compass for understanding the scale of advertising campaigns.
7. Development of a partner network. CRM Solutions had a partner base, but we helped it grow significantly. Now their network has over 500 active partners — the largest network among CRM integrators in Ukraine. We have developed a motivation system for the partner department, regularly improve partner materials, and have implemented processes for exchanging articles and posts between partners.
8. Working with the community. One of CRM Solutions’ greatest assets is the CRM Solutions Community, a community of customers and partners. We supported this asset, helped organise events, and created content that unites and inspires. The community now has over 250 members — business owners from various fields.
9. Creation of an advertising video. It is worth mentioning the creation of an advertising video, which left a lasting impression on many customers. This video was used on the website and in promotional materials, helping to clearly convey the value of the CRM Solutions product. The main feature of the video is that everything takes place in the imagination of the viewer.
10. Creation and updating of advertising creatives. We are constantly working on creating and updating advertising texts and visual creatives. Each new material is tailored to the specifics of the target audience, which ensures high efficiency of advertising campaigns.
What results have been achieved?
1. Goal achieved: despite difficult times for business in Ukraine, after two years of persistent cooperation, the number of inquiries from all channels exceeded 150 leads per month.
2. SEO and organic results: SEO traffic and the number of organic leads are steadily increasing.
3. Stability in paid channels: the number of leads from paid search can be easily scaled as needed.
4. Development of a partner network: CRM Solutions already has the largest partner network among CRM integrators in Ukraine, so the next step is to enter the English-speaking market and build the largest international partner network.
5. Content and reputation: positioning has become recognisable, and the customer community contributes to brand promotion.
What do the founders of CRM Solutions say? Feedback from Serhii Tymchuk, co-founder and CEO of CRM Solutions:
— We have been working together for nine months now, and during this time, the Solve team has helped us rethink our values, understand what we need to focus on, and update our style and approach to our strategy development vision. We also now have a website, which we are very happy with.
The company’s founder, Sergey, became our business partner, immersed himself in all processes, and we completely entrusted him with the company’s marketing. We have meetings where they report to us, listen to our wishes, and we move forward, for which I am infinitely grateful. I understand that we will be working together for many years to come. We are implementing a large number of ideas and have a clear strategy for developing our brand.
I would like to express my gratitude to the team, each member who pays attention to our company, especially Violetta and Kateryna, for ensuring that all work is carried out in accordance with our wishes.
Every success story begins with challenges. In the case of CRM Solutions, these challenges were war, uncertainty, and the need to adapt to a new reality. But after two years of hard work, we were able to not only build our marketing but also open up new horizons.
