Case Study: Lisa's Successful Demand Gen Strategy using Virtual Events


Case Study: Lisa's Successful Demand Gen Strategy using Virtual Events

$43M+

Pipeline Growth

Built a pipeline in excess of $43 million solely from events conducted with Priority Wine.

4%

Churn Reduction

Customer churn was reduced by almost 4% in just four months.

#1

Performing Regional Team

Lisa's regional team became the number one at Syxsense as measured by lead generation, pipeline build, and revenue won within six months of implementation.

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Background

Syxsense is a completely remote cloud-based cybersecurity company and looking for ways to translate the brand into the physical world. When the Senior Vice President of Marketing started with Syxsense, they were only doing one virtual event a month through another company. Additionally they were spending about $25,000 per event and only reaching roughly 100 guests. 

Challenge

Lisa was tasked with using her background in the events space to bring Syxsense, a fully remote company, into the physical world. Even though Syxsense was family with online events, the vendor they were using was costly and didn't allow for the customization she needed. 

Implementation

By using Priority Experiences, Syxsense has:

  • Lead generation: Priority Experience's events have enabled Syxsense to secure the engagement and experience with potential customers, therefore becoming a marketing qualified lead.
  • Pipeline Progression: On the ones further down the pipe, the events have kept things moving and solidified relationships—all important in a virtual setting.
  • Customer Retention: Syxsense implemented these events as a touch point with customers three months prior to renewal, which dramatically reduced churn.

Results

  • Pipeline Build: Syxsense has built a pipeline in excess of $43 million solely from events conducted with Priority Experiences.
  • Churn Reduction: Customer churn was decreased by around 4% in just four months.
  • Leadership Acknowledgement: While the leadership team at Syxsense was first doubtful, what has come from these events has since proved the value of personalized, experiential marketing. As a matter of fact, with this roll-out, the company is number one in lead generation, pipeline build, and revenue won sources in less than six months.

Outcome

The collaboration with Priority Experiences has not only changed strategies for events at Syxsense, but also made a big contribution to its growth and success. Proven with solid metrics, the vision of the SVP toward hyper-personalized experiential events and the power of human-centered marketing have materialized into a remote, dispersed work environment. 

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