Our Clients

Case Study: New Business Generation

Client Situation: A worldwide eye care provider wanted to run a national campaign that invited key prospects to attend an event in one of 10 cities. The client needed a cost effective way to manage the logistical components (i.e. invitations, enrolments, thank-you notes, etc) of planning events in 10 different cities across Canada. Further, they needed a way to capture the key relationship data that would be uncovered before and after the event.

Raybec's Approach: Raybec helped the client use technology to centralize the planning and execution requirements of the campaign. Raybec's proprietary systems were also used to capture key relationship data and to pass this data to the sales team for immediate action. The following steps were taken:

  • Personalized invitations were sent out to prospects
  • Invitations included a unique registration code that could be used to RSVP on the campaign's website
  • When invitees confirmed their attendance, the following information was captured:
    • Competitive relationships
    • Referring patterns
    • Comfort in using and referring the client's products
  • A post event survey generated further information that was used to uncover cross-sell and up-sell opportunities
  • Leads were forwarded to the local sales reps after the event
  • Sales follow-up activity links back to the event to report on the number of phone calls; messages; and meetings generated as a result of the event

Value Delivered: Raybec worked with the client to maximize the opportunity and create greater value from their marketing campaign. By relying on Raybec's technology expertise, the client was able to capture key relationship data and centralize the planning and execution processes. Here is an overview of the campaign's success:

  • The client learned that approximately 35% of clients and prospects recommended a competitive product as their first recommendation
  • The campaign identified approximately 15% of existing accounts eligible for easy up-sell
  • A list of interests was generated for each client and prospect