Electric partnered with Sendoso in 2019 to accelerate deals throughout the marketing and sales funnel. It also turned to the sending platform for its ease of use and ROI trackability capabilities.
Before the switch, Electric’s marketing team manually handled direct mail.
“I would wake up in the middle of the night and think, ‘Oh my god, I have 60 more headphones to send,” said Electric Demand Generation Manager Hally Darnell, who described the old process as inefficient and time-consuming.
Darnell improved efficiency by automating gifting with Sendoso Salesforce Integration. Electric decided early on to utilize Sendoso for three different gifting scenarios.
1. Increasing Sales Engagement: Account executives sent eGift cards for coffee, lunch, Amazon, or charitable donations to target accounts through Outreach or Salesforce. Company leaders applauded Sendoso for making gifting more measurable and scalable.
2. Multi-Touch Buyer Journey: Electric employees triggered gifts to prospects at certain stages of the buyer’s journey. These gifts included branded swag like S’well bottles, dad hats, beanies, and insulated mugs.
3. New Sales Opportunities: The company also used Sendoso to target buyer personas to foster new opportunities. These campaigns featured a monthly promotion with messaging related to IT.