Case Studies:
Breaking a Growth Plateau for an Oracle Platinum Partner
How we used “Inbound Expertise” and “Lead Intelligence” to make the phone ring again.
The Client: Explorer (now DSP-Explorer)
The Industry: Oracle Database Consultancy & Managed Services
The Challenge: “Make the phone ring”.
As an Oracle Platinum Partner, Explorer had deep technical prestige, but their growth had plateaued. While their competitors were scaling, Explorer’s lead volume had stalled. Their brief to us was refreshingly blunt: “Make the phone ring.”
The Strategy: The “Help, Don’t Sell” Engine
We shifted the website from a static corporate brochure to a proactive lead-generation tool using a three-pronged approach:
“They didn’t just give us a new website, they gave us a roadmap to find our customers before they even knew they needed us.” – J.L. Sales Director, Explorer UK.
1. Brand Alignment for Instant Credibility
We modernised the Explorer brand, intentionally aligning their visual identity (typography, colour palette, and UI) with Oracle’s corporate standards. This created “instant trust” with Enterprise DBAs—positioning Explorer not just as a vendor, but as a seamless extension of the Oracle ecosystem.
2. Identifying “High-Intent” Pain Points
Instead of competing for broad, expensive keywords, we went deep. We identified “long-tail” technical queries that Database Administrators (DBAs) were searching for when their systems were failing.
- We worked with Explorer’s engineers to produce high-value, problem-solving blog content.
- Over time, the site became a reputable “Oracle Knowledge Hub,” capturing traffic from decision-makers at the exact moment they needed technical help.
3. Intent Intelligence (Lead Forensics)
To bridge the gap between “website visitor” and “sales call,” we integrated Lead Forensics. This allowed us to identify the specific companies visiting the site by their IP address.
- If a major bank was researching an Oracle Cloud migration fix on the blog, the Explorer sales team knew about it in real-time.
- This transformed “cold calling” into “timely outreach.”
4. The “Gateway” Product: Oracle APEX Training
We identified a gap in the market for Oracle APEX training. By building and promoting a dedicated training section, we attracted companies that already had Oracle but needed more expertise. This provided the sales team with a consistent stream of “lukewarm” leads—the perfect starting point for building long-term consultancy relationships.
The Results
The results were transformative, turning a stalled consultancy into a market leader ready for acquisition.
Increase in identified leads: The influx of inbound leads broke the multi-year growth plateau.
Database of Leads: The combination of training courses and technical content built a high-value database of companies confirmed to be using Oracle.
Market Exit: This resurgence in growth and brand authority led to Explorer being successfully acquired by DSP to form a £20m+ revenue managed services group.
Start a conversion conversation today!
For an opening dialogue about how your next website can be built to focus on supporting your sales and marketing goals call Tim Chorlton on +44 (0)1759 771079 or complete the form below and we will be in touch to arrange a suitable time to talk.