Company: IDG Connect, Framingham, MA
Company Description: IDG Connect is the lead generation division of International Data Group (IDG), the world's largest technology media company. Established in 2005, it utilizes access to 35 million business decision makers’ details to unite technology marketers with relevant targets from any country in the world.
Nomination Category: Company / Organization Categories
Nomination Sub Category: Business Innovation of the Year

Nomination Title: IDG Connect

Tell the story about this nominated achievement since January 1 2011 (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Since January 2011 IDG Connect has developed a suite of successful services across mobile, marketing and publishing, which have led to a year-on-year revenue increase of 103%. These include the launch of a highly successful custom publishing and research unit; the development of an ROI generating lead nurturing solution; the provision of two new iPad apps and the expansion of an award winning blog.

In July 2011, IDG Connect conducted new research into the need for better, localized IT and business content to truly engage audiences. On the strength of this research and the resulting ‘model white paper’ IDG Connect began to develop and sell innovative client solutions including ‘Interactive PDFs’ (research reports), Connect Zones (mini-sites), infographics and videos. These now make up around 10% of total revenue and 25% of International revenue and have sparked real media interest. E.g., the ‘iPad for Business’ report provoked over 100 pieces of independent coverage, across global IT and Marketing publications.

In August 2001 IDG Connect released an Apple iOS app, providing its audience with access to its 6,000 strong IT and business white paper library via the iPad. Over the last seven months this has generated more than 20,000 white paper downloads and has proved highly popular with readers. Results have included a 70% visitor return rate and fantastic user feedback (91% agree it is “easy to use”). Through a significant sponsorship deal this also generated 129% immediate ROI with over 250% anticipated by the end of 2012. IDG Connect released a second IBM partnered APAC edition of the app this April, along with an update on the original version.

IDG Connect has delivered outstanding marketing results to its clients through numerous services, including turnkey lead nurturing solution service, Ignite. The program provides a blend of a scientific ‘content assessment’, tailored copy and strategic emails to warm up databases and deliver maximum ROI. Based on buyer behavior research, IDG Connect systematically scores content according to the five-stage buying cycle and uses this to nurture users through the sales journey. A recent campaign delivered 4,000 scored leads in eight weeks and generated an estimated ROI of 1,218%.

Localized information has come to underpin all company strategy over the last 12 months and this can be seen in the development in four regional websites and a sustained emphasis on the company blog. Connect uses this platform to publish a new article every weekday at 6.30am GMT. These are supplied by one of 200 community contributors, or written by Connect editorial staff. All posts are tagged by region, appear on the homepage of the relevant local site and attempt to take a local slant on a global IT or business issue. This won an IMA Outstanding Achievement award earlier this year.

In summary, since January 2011 IDG Connect has exceeded budget by 46%; built engagement and user interaction across a range of platforms and devices; and provided highly successful marketing campaigns for a cross section of worldwide vendors.

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Provide a brief (up to 100 words) biography about the nominee or the leader of the nominated organization:

John P. O’Malley is currently responsible for two companies for International Data Group (IDG): CEO of IDG Connect and the CEO of IDG List Services. Prior to joining IDG in 1999, Mr. O’Malley was the Market Intelligence Director for Compaq Computer EMEA, Munich, Germany from 1997-1999. He began his career at Gateway 2000 EMEA, Dublin, Ireland in 1995. Mr. O’Malley assumed responsibilities for IDG Connect in 2007.