Most high-end retailers have sales associates walking around with tablets checking inventory, answering questions, and checking people out. Avalara was the first to bring software to those transactions that made each transaction tax compliant. The company needed an impactful way to get in front of busy CFOs and quickly connect their technology to the needs of retail compliance.
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Account-Based Targeting Built For C-Level Leadership
The Opportunity
Our Approach
Working closely with Avalara’s sales and marketing teams to map their customer’s journey, common questions and pain points our strategy included:
– Digital advertising targeted to specific companies and job titles.
– Email and phone call touches from the sales team, informed by marketing.
– A unique dimensional mail campaign that levered immersive packaging and prospect experience to garner attention and interest.
Results and Impact
As a result of our collaborative efforts with the Avalara team, 34% of the target accounts engaged with the aligned Avalara salesperson for an introductory meeting about their tax compliance solutions. The disruptive nature of this account-based strategy coupled with Avalara’s disruptive technological innovation delivered traction with decision makers in changing retail space.
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Additional Company Portfolios
Client: Global Knowledge
Budget: $20,000 – $50,000