Yodeck

SalesNash helps Yodeck to build a channel sales funnel for the Europe market.

appointments monthly

70 %

open rates

About Yodeck

Yodeck is a digital signage platform that helps businesses of all kinds. It lets users easily control and monitor many screens from one place. This cloud-based platform helps you design, schedule, and display content affordably and professionally from the web. Yodeck works directly with customers and partners, which is a key direction for the company.

Digital Signage Platform

Industry

The United States of America

Location

San
Francisco

Headquarters

Partnership Outreach

Campaign type

Summary

With a big team in the US, Yodeck needed to set up a separate team to focus on the European market. That’s where the SalesNash team came in. Their main job was to find and reach out to potential partners, then set up appointments to help Yodeck’s sales team achieve their goals.

Challenges

Before we jump into all the project details, it’s important to outline some main challenges SalesNash team faced:

Partnership Campaign

The goal was to find the right partners for long-term relationships, not just quick deals. This meant reaching out with the right messages.

Multiple Approaches

With Europe as the target, precise segmentation was needed. The more specific the target, the more detailed the messaging and research had to be.

Finding the Right Person

Each potential partner had different decision-makers, whose titles varied by industry. Accurate research was crucial to identify them.

Multi-Language Market

The European domain is quite broad in terms of languages. So in order to find good partners you have to message and research people in multiple languages.

Solutions

Kicking Things Off

The project began with the target segmentation. This was the first step to creating a resonating campaign, followed by aligning both the content and lead generation parts. After a couple of meetings with the Yodeck team and initial strategy approval, the green light to start the AV Integration campaign was received.
The SalesNash team worked with two funnels - email and LinkedIn channels. Firstly, the team focused on testing out a couple of email message sequences to figure out the most efficient approach for the selected campaign. The content structure was specified after several adjustments which resulted in 60% open rates and generated 3-4 appts per week. But the desired goals were still in the distance, especially with the LinkedIn funnel.

Going Global

The SalesNash team kept experimenting with the targeting as well, and right after a month of cooperation, we decided to expand to some other verticals. The choice was around IT system integrators and marketing agencies since those types of companies have a lot of customers working with digital signage.
This was the time when the lead gen team had to level up and switch all the research efforts into manual mode. The reason for that was the potential partners had to utilize screens and monitors in some ways for their direct clients. That limited the number of companies we could reach out to for a particular industry in a region.
To reach more companies, we included non-English speaking countries, focusing on various verticals in multiple countries. Email, LinkedIn, and cold calling were all combined to maximize efforts.

Driven Results

Throughout the whole timeline of the project, SalesNash team managed to:

Schedule 3-4 appts with pre-qualified partners per week on average;
Reach and keep the average campaign open rates at the level of 60-70%;
Get response rates around 10-15%.

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