Case Studies

From innovative and well-funded startups to leading SMEs with revenues +$5M, we have helped clients generate over +$3M in sales in the span of 6 months - and we're confident we can do the same for you. Here are some of our case studies:

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Latest case study

How Account-Based Marketing Generated $1M in New Sales Opportunities in 3 Months 

The Client

PolyMailersUSA (PMU), an e-commerce envelopes manufacturer located in Montreal hired Acquisent to market its mailers in the North American presence

The Problem

The founders had established their online e-commerce website and were generating modest sales from online channels but they were looking for effective sales lead generation strategies to grow the pipeline and attract fortune 1000 & 500 companies in the form of long-term services agreements. Acquisent identified an opportunity to target 50 Fortune 1000 & 500 companies to supply mailers via long-term partnerships. This required an Account-Based Marketing (ABM) approach to sales & marketing to really drive revenues. 

The Solution

Acquisent conducted detailed market research & collected insights from customers and competitors through its Customer Intelligence and Persona Development process. Acquisent’s process and product research helped craft a strategy that would make PMU’s envelopes competitive and a marketing strategy that would resonate with ideal customers.  Persona mapping highlighted the need to add a secondary closure to the mailers to allow the customers' customer to return clothing they no longer wanted or use the mailer as a method for sending clothes to third party charitable organizations. This preceded our marketing theme of Corporate Social Responsibility; PMU’s customers would be able to promote their brand as socially responsible in eliminating single-use plastic and eliminating waste through donations. Finally, Acquisent identified a growth opportunity for PMU to supply kraft (paper) envelopes and market plastic-free mailers to socially conscious organizations.

 

The final step was implementing Acquisent’s 5 Step Account-Based Marketing process which involved a multi-touch campaign across LinkedIn, telemarketing and email to nurture select stakeholders at target organizations.

The Results

Once the final touches on the envelopes were made, Acquisent identified strategic target accounts, the value proposition and fired away. To date, Acquisent created  +$1M in additional sales backlog and in current discussions to supply the largest online retailers in North America and the world. 

 

Value

  • Persona mapping increased the competitive nature of client’s offering.

  • Client had a unique and distinct value propositions per different target stakeholders.

  • ABM created +$1M in new sales opportunities in under 3 months.

  • Generated RFQ for 2.4M kraft mailers, ~ $900,000.00 (repeat orders).

 

 

Marvin Garellek, Co-Founder PolyMailersUSA:

We weren’t only able to successfully open the door for new prospects, but we started receiving quotations to fill our pipeline and generating orders to grow our business. The pipeline mattered the most to me. I didn’t want 100 companies that had 5,000 sales; I wanted ten companies to do a couple hundred thousand in sales. Within three months, Acquisent built the pipeline to $1 million.

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