Case study: Getting 300 New Opportunities in 90 days

1. Case study:
Getting 300 New
Opportunities in 90 days

2. Overview
XXXXX is a well known saas product, offers Market Intelligence Solutions for marketers, and
loved by the marketers' community.
1. “Great insights of web traffic/advertising data.”
2. “UI and design are very clean and easy to use.”
3. “Great way to analyze and segment your website audience.”
4. “I like the fact that I can go to a typical customer's website and use XXXXX to show me a list
of companies that fit the same profile”.
5. The only con is the pricing issue.

3. All packages are for 12 months. Full payment is due upfront.
1. $6,000 yr - Desktop only for traffic sources, 100 results, 6 months of data
2. $12,000 yr - Desktop only for traffic sources, 500 results, 12 months of data
3. $25,000 yr - Desktop and mobile, 18 months of data, adds website content (most popular
pages on site) and app engagement
According to Quora

4. Pricing offer on the company site

5. Solution

6. Marketing plan
Create limited time, affordable Mid-level version ( pricing wise) for enterprise
version
Free trial Registered user
Upgrade your free plan to a full enterprise version at the price of 159$ for a the limited time of
one month only
*** Note: The 159$ will be reduced from your overall package if you decide to upgrade within your month
trial period
1.

7. Marketing plan
Create limited time, affordable Mid-level version ( pricing wise) for enterprise
version
New user - never tried the free version- first time sign up to XXXXXXXXX.
One month - limited time offer. Sign up for a new free version account and gain the enterprise
version for 100$ only.
****Note: The 100$ will be reduced from your overall package if you decide to upgrade within your month
trial period
2.

8. One month enterprise
package (no upfront yearly
payment) for only 159$
One month enterprise
package (no upfront yearly
payment) for only 100$
1. Free trial users
2 . Never opened an account on XXXXXXXXX
1. Converting a free account into one month enterprise
for 159$
Enabling a more in-depth introduction with
XXXXXXXXX, hopefully for future conversion
1. Converting visitors into the free trial and hopefully
into a one month trial at the price of 100$
*Future opportunity for upsell
2. Converting visitors into a paid enterprise
version for a full payment
Scenarios
2. Converting a free account into a fully paying
enterprise version account after one month
yes
yes

9. Audience
New user - never tried the free
version
1. SMB’s - startup
2. Marketing consultants
3. Business Partners
4. Marketing community
managers
5. Agencies
Register visitor at the - Free trial
1. CRM list of registered
free account users

10. New user - never tried the free version. Register visitor at the - Free trial
1. Popup on the website
2. FB - lookalike ad
(eliminate existing users)
3. LinkedIn - lookalike ad
(eliminate existing users)
4. Google remarketing
(eliminate existing users)
5. Free webinar -demo of
XXXXXXXXX for
beginners
6. Partners
1. Email Campaign
2. Remarketing
(FB,LinkedIn,Google) - a
list from CRM of a free
trial
3. A free webinar introducing
the enterprise version
4. Popup on XXXXXXXXX
platform
Marketing Channels

11. Thank you