LexisNexis Generates $1m in Pipeline with IQsyndicate

Content syndication is all about distributing your content—think whitepapers, eBooks, or case studies—across third-party providers to connect with a broader audience. In B2B marketing, this means teaming up with syndication partners (like pharosIQ) to share your content with their audience. When someone engages with your content, they provide their contact details in exchange for access, turning into a lead for your team. 

The most effective content for syndication is tailored to where the buyer is in their decision-making journey. For top-of-funnel (awareness) campaigns, content like blog posts, thought leadership articles, and infographics work well to draw broad interest. Middle-of-funnel (consideration) efforts should focus on whitepapers, eBooks, and research reports to engage prospects actively exploring solutions. At the bottom-of-funnel (decision) stage, case studies, ROI calculators, and product comparisons can help convert leads who are ready to make a decision. High-value content is incredibly impactful because it motivates prospects to share their information in exchange for access. 

Targeting is key to getting the most out of your content syndication campaigns. Partner with a syndication provider that offers advanced targeting filters to help you zero in on the right audience. Look for filters like firmographics (company size, industry, location), demographics (job titles, seniority levels), and intent signals that show who’s actively researching your topic or solution. By layering these filters, you can make sure your content reaches the decision-makers and influencers who matter most to your business. 

When measuring the success of your content syndication campaigns, focus on key metrics like lead volume to track how many leads you’re generating, cost per lead (CPL) to evaluate the efficiency of your spend, and lead quality to see how well your leads match your ideal customer profile (ICP). It’s also important to monitor engagement metrics—such as downloads, views, or clicks on your content—and conversion rates to understand how many leads are moving through your sales funnel. Together, these metrics give you a clear picture of your campaign’s performance and ROI. 

To effectively nurture syndicated leads, it’s important to follow up quickly—ideally within 24-48 hours. Take a multi-touch approach by combining email campaigns, phone outreach, and retargeting ads to keep your brand top of mind. Personalize your messaging based on the content they engaged with or any insights gathered through BANT (Budget, Authority, Need, Timeline) questions. Segment and score leads to focus on high-intent prospects while nurturing others with valuable content like webinars, case studies, or industry reports. Work closely with your sales team to ensure a consistent, meaningful approach that helps move leads through the buying journey. 

Content syndication is a great way to expand your opt-in database by targeting key accounts on your ABM list and bringing in new contacts across decision-making roles. Use engagement data, like the content leads interacted with, to craft messaging that speaks directly to their interests and challenges. Adding BANT (Budget, Authority, Need, Timeline) questions to your campaigns can uncover where leads are in the buying process and highlight their priorities. These insights allow for more personalized outreach and help sales teams focus on high-intent accounts, speeding up the sales cycle and boosting the success of your ABM efforts. 

At pharosIQ, our goal is to be a true partner in your success. Once you sign on, your dedicated sales representative and customer experience manager will act as an extension of your team. They’ll work closely with you to ensure your campaign filters are precisely tailored to your target audience, your content is optimized for the campaign type, and everything is set for a smooth launch. Our delivery teams collaborate with them to get your campaign up and running quickly, with lead deliveries starting in as little as 3 days after launch. You’ll also receive regular reporting and optimization insights to ensure your campaign delivers the best possible results.