In an industry that prizes face-to-face contact, restrictions imposed by the pandemic had instantly removed a key sales channel – a gap that Tanium were very keen to fill. As video marketing specialists, Tanium tasked Challenge with giving their staff an entirely new skillset – personalised video marketing.
In a world of video calls, it’s easy to underestimate the challenges of successfully deploying personalised video, and with so much potential, it can be difficult to know where to start! To keep things relatively straightforward, we worked alongside team leaders to define exactly what Tanium was aiming to achieve, ultimately developing Personalised Video Marketing training that underpinned these goals.
With them chomping at the bit, we split the 10 SDRs into two groups to make sure everyone received all the one-on-one support they needed. Three marketers completed some technical training separately within just two weeks, keeping them firmly in the loop. The interactive Personalised Video Bootcamp was delivered over five weeks, and covered how to plan, write, shoot, despatch, and convert using genuinely engaging video content designed to be fast yet manageable. The Bootcamp built on the team’s skills week-on-week, offering individual feedback and weekly assignments to keep everyone engaged, without being overwhelmed or distracting from their regular activities. The end of the Bootcamp was celebrated by an ‘Oscars’ evening, offering a light-hearted yet valuable look back at the huge improvements made by everyone involved!
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 very large bank in Europe
– Happy, invigorated, winning SDR team
– Marketing dept with a new, exciting channel to utilise.
