CASE STUDY: PERSONALISED VIDEO SALES OUTREACH

Tanium

Tanium always wants to engage its customers face-to-face – even if they can’t meet in person. By developing the team’s skills, personalised video marketing became their ‘go-to’ tactic.

“I would definitely recommend video outreach and the Challenge PVM bootcamp because it totally changed my way of prospecting and I’ve been very successful with it.”

ENGAGEMENT TAKES clarity:

working with Tanium we defined what they hoped to achieve and developed a training programme to underpin these goals.

ENGAGEMENT TAKES insight:

the training was purposefully interactive, so the team could learn how to plan, write, shoot, despatch, and convert leads using genuinely engaging video content.

ENGAGEMENT TAKES empathy:

we split the team into two groups, so everyone received 1-to-1 support. As well as individual feedback and weekly assignments to build on their existing knowledge.

All 10 SDRs successfully completed the Bootcamp, and are now using personalised video not just for the planned campaign, but throughout their daily sales activities.

Conversion rate up to 15%
Booked meetings within five accounts in only two weeks
After a year of other attempts, PVM booked a meeting with CIO of a large European bank
Happy, invigorated, winning SDR team
Marketing dept with a new, exciting channel to utilise

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