applying personalization & customization to supercharge results
TRANSCRIPT
#B2BMX
Applying Personalization & Customization To Supercharge Results
#B2BMX
Personalization at Jellyvision
An Account-Based Marketing Love Story
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Let’s look at our current ABM campaign… 70 contacts at 31 “whale” accounts in the life sciences
industry Multi-channel strategy 4 pieces of customized content 3 direct mail pieces Aggressive sales follow ups Automated email follow ups
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First touch: low-cost trifold mailer
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First touch: low-cost trifold mailer
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Second touch: viewfinder
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Second touch: viewfinder
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Second touch: viewfinder
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Third touch: inspiration kit
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Results 6 opportunities booked 19% conversion to opportunity Projected 8.5x ROI Sales team penetrated dream accounts Sales + marketing + executives are really excited about
ABM
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The personalization journey
Tradeshift
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Drones
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Drones
-Sent to 30 Tier 1 accounts so far-40% send/opportunity-Cost/send $90-$200 depending on geo
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Personalized video
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Personalized video
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Personalized video results
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DavosX invites
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DavosX invites
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DavosX invites
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Effect on pipeline
Each bump is a personalized campaign!1) Dec 8 – Personalized video2) Dec 22 – Personalized holiday campaign3) Jan 5-19 – Personalized VIP invites for Davos
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Effect on pipeline235 net new MQAs driven by personalization1) 8% MQA to opp rate=20 new opps2) $200,000 ACV @12% close rate3) $451,000 in net new weighted pipeline in 6 weeks driven by
personalization!
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