Driving Nearly $3M in Influenced Revenue

As an account-based marketer, Peter Tarrant is focused on enabling his sales team to engage finance decision-makers at their target accounts in personalized and effective ways. Before partnering with Sendoso, Tipalti used sending as part of their ABM program and had implemented another technology solution in order to automate and scale their approach. But that solution took too long to ship a project and didn’t offer enough of an ability to personalize what was being sent.

Additionally, Peter wanted his sales reps to be able to send items themselves for a more one-to-one approach, instead of relying on marketing to execute large-scale campaigns. “We needed to have each SDR engage their prospect accounts with personalized outreach in order to turn them into opportunities,” explained Peter.

But to get to that stage, Peter first needed the marketing and sales teams to align on how to define a top account — and then determine how SDRs would book opportunities with those accounts.

Sales reps use Sendoso’s Amazon integration for one-to-one personalized campaigns, sending items off of Amazon related to their prospects’ interests. Rahul Shah, a sales rep at Tipalti, said: “Sendoso’s Amazon integration allows us to send items that align with our prospect’s interests. I’ve gotten some pretty awesome responses from customers who appreciate the thoughtful gesture, like this one, ‘Thanks for the candle, it was nice to get something from Santa Barbara. What a thoughtful gift!’”

Sendoso’s Address Confirmation feature helps the sales team ensure their thoughtful, personalized gifts didn’t end up at the wrong location. “When people started working from home, I got nervous about how we were going to reach our targets,” admits Peter. “But using Sendoso’s Address Confirmation feature ensures that we can take that introductory step regardless. It’s my not-so-secret weapon.”