Read this sales lead development case study and learn about a successful meeting maker campaign. The campaign includes an appeal to the client’s need for a more elegant solution for managing data backup. Also included, multiple touches, and a great offer for attending a demo appointment with Sales.
The client is a large Fortune 500 company that offers storage and data management. We were tasked with convincing IT folks that tape backup is unreliable and expensive when compared to backing up to the cloud.
We used a dimensional direct mail campaign with a multi-functional tool in it, which helped them “survive” their tape backups. The campaign included a brochure on the comparative advantages of cloud backup. Additionally we offered a very nice tech geek’s dream iFixIt toolkit as a reward for scheduling a demo to find out more. The direct mail was followed up by email and teleprospecting touches.
Our campaign delivered 5x more leads than planned. Further, it resulted in a sales-to-cost ratio of $4.6 in revenue for every dollar invested. By any measure, the campaign was an outstanding success.
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