The document outlines the effectiveness of a multi-channel personalized account-based marketing (ABM) strategy implemented by Jellyvision, targeting 31 whale accounts in the life sciences industry. Key tactics included customized content, direct mail pieces, and follow-ups, resulting in 6 opportunities booked and a projected 8.5x ROI. It also highlights additional personalization efforts, such as sending drones and personalized video campaigns, which significantly impacted the sales pipeline with notable new opportunities and increased revenue.

1. #B2BMX
Applying Personalization &
Customization To Supercharge Results

2. #B2BMX
Personalization at Jellyvision
An Account-Based Marketing Love Story

3. #B2BMX
Let’s look at our current ABM campaign…
 70 contacts at 31 “whale” accounts in the life sciences industry
 Multi-channel strategy
 4 pieces of customized content
 3 direct mail pieces
 Aggressive sales follow ups
 Automated email follow ups

4. #B2BMX
First touch: low-cost trifold mailer

5. #B2BMX
First touch: low-cost trifold mailer

6. #B2BMX
Second touch: viewfinder

7. #B2BMX
Second touch: viewfinder

8. #B2BMX
Second touch: viewfinder

9. #B2BMX
Third touch: inspiration kit

10. #B2BMX
Results
 6 opportunities booked
 19% conversion to opportunity
 Projected 8.5x ROI
 Sales team penetrated dream accounts
 Sales + marketing + executives are really excited about ABM

11. #B2BMX
The personalization journey
Tradeshift

12. #B2BMX
Drones

13. #B2BMX
Drones
-Sent to 30 Tier 1 accounts so far
-40% send/opportunity
-Cost/send $90-$200 depending on geo

14. #B2BMX
Personalized video

15. #B2BMX
Personalized video

16. #B2BMX
Personalized video results

17. #B2BMX
DavosX invites

18. #B2BMX
DavosX invites

19. #B2BMX
DavosX invites

20. #B2BMX
Effect on pipeline
Each bump is a personalized campaign!
1) Dec 8 – Personalized video
2) Dec 22 – Personalized holiday campaign
3) Jan 5-19 – Personalized VIP invites for Davos

21. #B2BMX
Effect on pipeline
235 net new MQAs driven by personalization
1) 8% MQA to opp rate=20 new opps
2) $200,000 ACV @12% close rate
3) $451,000 in net new weighted pipeline in 6 weeks driven by
personalization!

22. #B2BMX