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.
CHALLENGE
In an industry that prizes face-to-face contact, Tanium tasked Challenge with giving their team an entirely new skillset: personalised video marketing.
SOLUTION
We worked alongside team leaders to define exactly what Tanium was aiming to achieve, then built a training programme around those goals.
The interactive Personalised Video Bootcamp ran over five weeks, covering how to plan, write, shoot, despatch and convert using genuinely engaging video content. The programme closed with an Oscars evening, a light-hearted look back at how far the team had come.
OUTCOME
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
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.
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