Tray.io corporate gifts drive $130 in pipeline per $1 spent
Sendoso helped Tray.io implement a direct mail strategy to hold onto meetings and generate new revenue.
With Senior Director, Demand Generation,
increase in meetings booked-to-held rate QoQ
generated in pipeline for every $1 spent
ROI across all direct mail campaigns
If you are not sending direct mail and need a way to get in front of people in a thoughtful and personal way, Sendoso is the platform for you.
When the sales and marketing teams at Tray.io saw the lofty goals their ATL decision-makers set for them in 2019, they knew they needed Sendoso.
Tray.io, an IT infrastructure platform that specializes in UX and automation, needed to strengthen relationships with clients and drive pipeline acceleration. Plus, they wanted to develop a proactive plan to prevent skipped and canceled meetings.
The Tray.io exec team took a look at the forecasts and set the benchmark high. They wanted to triple revenue growth that year.
Anyone who has been on the receiving end of that kind of C-suite directive knows they had better get to work strategizing, and fast.
Sendoso to the rescue
Sara Nelson, senior director of demand generation, knew just where to go. Nelson already experienced success utilizing Sendoso with a former employer — twice. She knew that with its easy ability to send relationship-building touches, Sendoso would be the perfect solution to facilitate Tray.io’s plan.
They started with the basics and crafted a comprehensive marketing plan. It incorporated a direct mail strategy designed to protect scheduled meetings and make deeper connections.
Sendoso was the tool to turn to drive their strategy and hit revenue growth targets.
Direct mail to drive interest
Direct mail marketing is a great way to get your materials into the hands of the target clients. It’s measurable, it’s trackable, and it’s customizable. Teams that have high KPI standards know they need quantifiable results-based metrics to show their CEO at the end of the day.
For Tray.io, they needed a two-pronged approach to direct mail that would help them reach their goals: automation to keep processes simple, and metrics to measure campaign lift.
With those goals in sight, the Tray.io marketing team leveraged both the Sendoso and Tray platforms. They created a simple, automated workflow designed to dramatically increase the conversion rate of meetings booked to meetings held.
Reps started with a simple $5 coffee eGift through Sendoso’s sending platform. They personalized it from the demand generation team. These easy sends were designed to drive interest with clients. It worked. Once meetings were scheduled, Tray.io set automated reminder emails at regular intervals.
Simple sends with measurable results
Real-time results for Tray.io were tracked immediately and already impressive. Tray.io saw a 115% increase in their meetings booked-to-held rate quarter-over-quarter after their first Sendoso campaign.
Those simple, personalized sends with Sendoso helped Tray.io’s sales and marketing teams build client relationships. It also improved their ROI in a big way. Their new direct mail strategy, combined with meeting retention efforts, delivered an 840% ROI across all Sendoso campaigns in 2019. For every dollar spent by demand generation, another $130 was generated in direct pipeline for Tray.io.