CLIENT: Revenew Systems is a company dedicated to providing quality marketing automation solutions for consumer electronic manufacturers and dealers, including prospect list creation, ready-to-go marketing campaigns and real-time lead tracking.
CHALLENGE: Revenew System’s web-based product, Revenew Online, is a revolutionary marketing solution, but they were struggling to attract customers. After solidifying an agreement with the product manufacturer Sony®, they realized they had a major opportunity and could not risk capitalizing on it.
PROCESS: Desert Rose Design was retained to develop a Go-To-Market Plan for Revenew Systems that would focus first on attracting Sony® Dealers, but could then be easily modified as they added new manufacturing partners or sponsors. The first step in our process was to define the goals of the initiative. We met with key staff members to gain a better understanding of their target markets and review the process and messaging of past campaigns. We then performed a competitive analysis to understand their marketplace, define the buyer persona and establish the competitive advantages of the Revenew Online application. We delivered a Go-To-Market Plan that included a defined goal, an itemized list of tactics and a schedule for program delivery.
The plan hinged on re-messaging their communications. Prior lead generation campaigns and their web presence used sophisticated industry terminology that would leave potential prospects confused and overwhelmed. We found that once they had a chance to speak to potential customers either one-on-one or in a webinar setting, their communication style changed and they had really high close ratios. Our new creative approach teamed simplified messaging and graphics into an integrated campaign that included direct mail and email campaigns, a microsite/landing page, video and webinar presentation.
RESULTS: Revenew System’s goal for the campaign was to have 500 people sign up for their webinar. In just three weeks, we generated over 320 total sign ups from a list of just over 1,300 contacts.