The Bold Pivoter
Aaron Nicholas
Kim Walker
Miru Natarajan
Challenge
Zendesk needed to engage top accounts and open opportunities at the start of the quarter to showcase the Zendesk brand and stand out from the competition. With everyone working from home, they decided to pivot to a more personalized experience.
Strategy
The team created a custom bundle with a Movie Night Kit which included a Zendesk branded blanket. They leveraged Sendoso’s Address Confirmation feature to enable contacts to opt-in to receive the Movie Night Kit. Contacts who responded were sent an Amazon eGift card for the movie rental which was sent via Eloqua.
Results
15X
ROI
2,000%
QoQ increase in new business pipe generation attributed to direct mail
The Sending Trailblazer
Laura Vitaro
Senior Manager, Account Based Marketing
Challenge
Gong needed a way to capture the attention of key decision makers at top upmarket accounts.
Strategy
Laura sent pinatagrams as a creative door opener campaign. They leveraged pinatagrams because of the speed and accessibility of Sendoso Direct options as well as the stand out creativity of having a pinata arrive at your door unboxed.
Results
Laura saw a 14+% conversion rate in her target segments. One Enterprise SDR booked 40% of the pinatas she sent. Overall, the broader pinata sending program has sourced $5.5M in pipeline and influenced nearly $33M in pipeline.
The Rising Star
Delaney Kutsal
Senior Demand Generation Manager
Challenge
To accelerate InCloudCounsel’s hypergrowth by securing meetings with prospects and re-engaging inactive customers.
Strategy
Delaney created multiple eGifting touchpoints for lunch & learns and sent umbrella kits that were custom designed to surprise and delight prospects and customers. She definitely “made it rain”!
Results
In under 6 months, Delaney has run more than 17 different Sendoso campaigns and has exceeded hundreds of sends leading to 131 total opportunities influenced.
The Conductor: Best Overall Sending Strategy
Colleen Jackson
Account-Based Marketing Manager
Challenge
Anaplan uses direct mail, gifting, and branded swag in their one-to-one, one-to-few, and one-to-many ABM campaigns. Sendoso enables their team to create new pipeline opportunities, increase deal velocity, and drive revenue.
Strategy
Colleen launched an ABM holiday campaign. They worked directly with Sendoso’s project management team to source items for the bundle: holiday card treat, sweet treat, latest high-value content, and a handwritten note. The team used Marketo to email over 800 executives with an option to opt-in by confirming their mailing address. When confirmed, it automatically triggered the bundle.
Results
35%
response rate
$65M
in influenced pipeline
$13M
in recognized revenue
The Digital Excellence
Tim Davidson
Paid Media, Account Director
Challenge
Directive needed to create campaigns to attract its target audience and move them into action.
Strategy
The campaign begins with LinkedIn conversation ads that delivered a personalized, interactive experience by offering a $100 UberEats eGift card (via Sendoso) after an introductory call. The following quarter Directive expanded the $100 eGift card offer to Facebook and Instagram using Clearbit X.
Results
Within two months, Directive saw a cost per SQL far lower than any other channel. Overall, the campaign resulted in a 1319% ROI, 517% increase in opportunities and a 44% decrease in cost per opportunities.
The Out of the Box Sender
Katie Downey
Marketing Manager
Challenge
Samsara needed to stand out from the competition, and find a way to revive hundreds of accounts that had previously gone cold.
Strategy
The “Let’s meat” campaign is centered around a low-cost send—a bag of beef jerky—presented in high end, eye-catching Samsara-branded packaging with a message that reads, “Open for a treat inside.”
Results
With Sendoso, Samsara was able to capture prospect attention with unique, personalized gifts and a sending program that has the ability to scale. With over 500 sends, Katie increased 250% Quarter-over-Quarter in pipeline sourced.
The Memorable Experience
Hannah Sierra
Senior Manager, Digital Marketing
Lauren Wilcox
Senior Manager, Field Marketing
Challenge
ForgeRock needed a sophisticated and unexpected way to virtually engage with C-level prospects at large enterprise companies
Strategy
Built 16+ regional virtual wine tasting experience events and sent prospects kits through In Good Taste.
Results
Through Sendoso, ForgeRock was able to run unique, personalized campaigns at scale, increasing meetings-set rate while seeing a 20% increase to pipeline influence.
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