Silverbear is a Microsoft Dynamics value added reseller. Their unique solution gave membership organisations a central view of their members and affiliates.
Selling t this niche was becoming increasingly crowded, with cheaper and less proven solutions entering the market.
This long term interim assignment saw me develop a short and long term strategy for both lead generation as well as increasing existing customer value.
The product was stripped of features enabling the entry price point to compete and the marketing effort focused on upselling additional features, increasing subscription values by over 300% to over 70% of the company’s customer base.
A combination of social media & webinar campaigns was used to highlight the additional features with follow up calls to book 121 demos.
Conversion rates from this activity remained high. With over 50% of the 121 demos yielding a sale.
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