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  1. 1. Case Study Leading online personal finance service grows user base with StrongMail Influencer “StrongMail Influencer has enabled Launched in 2007, has quickly become America’s #1 to better leverage social online personal finance service, attracting more than 1.5 million media to significantly increase registered users – with thousands more joining each month. The company’s phenomenal growth stems from its fresh, easy conversions and expand our reach.” and intelligent approach to money management, which has Donna Wells Chief Marketing Officer earned it numerous industry awards from Kiplinger, Money and PC Magazine, as well as accolades from Wall Street Journal, Business Week and others. allows its users to easily create a summary of their spending habits, build a budget and monitor performance against personal financial goals. The simplicity of the service, combined with its unparalleled value for managing personal finances, has attracted a passionate community of users. In order to grow its business even Mountain View, CA faster, researched ways to accelerate referrals from its loyal customer base, and ultimately decided to enhance its use of social Industry media in its email marketing. Financial Services Employees 35 Testing to Optimize Campaign Strategy Members All three social programs asked email recipients to share their positive experience 1.5 million with by referring their friends. The email creative for each test was the Return on Investment same, only the offer was different. The first test offered the opportunity to win 1 new user for every 2.6 invite clicks a “Minty Green” iPod Nano once three Key Benefits of their friends became users. > Real-time visibility into campaign performance > Identify key influencers The second offered exclusive access to > Expand reach the Beta Testing Program, also > Increase new user conversions in return for three new users signing Products & Services up. The third test served as a control StrongMail® Influencer™ group offering no reward, but still asking recipients to send an invitation to their friends. Of the three offers tested, exclusive access to the Best Test Program was the clear winner.
  2. 2. launched the three variants to a percentage of their total list and then used the StrongMail Influencer dashboard to track the results in real-time. Using StrongMail Influencer, they could see which offer generated the most activity, and within that activity, which members shared the most invitations and generated the most new users. The test mailing revealed the “exclusive access” treatment to be the clear favorite among users. As a result, deployed the winning campaign to the balance of the broader email target segment. Expanding Reach and Conversions The typical objective of any socialized email program is to increase reach and conversion, and the reasoning is simple. Intrinsically, socialized email is about extending the reach of a current “StrongMail’s approach of email program. Finding a way to motivate customers to share an offer with their network has tapping social motivators to the potential to grow your email file, subscription lists and customer base exponentially. drive sharing behavior was Socialized email is also very effective at driving conversions, and that’s driven by two factors: (1.) social networks are filled with friends who have similar likes and interests. Consequently, unique in the marketplace, and the ideal customer is likely to have several members of his or her extended social network (personal address book contacts, Facebook friends, Twitter followers, etc.) who also fit its easy integration with our the typical customer profile. (2.) Today, consumers turn to social media when making existing email program and purchase decisions. When brands are introduced to consumers via a customer’s own personal network, the brand benefits from increased trust and credibility, increasing the likelihood of comprehensive testing and conversion. The results generated by the winning campaign exemplify these concepts. tracking made it the logical choice for us.” Donna Wells Chief Marketing Officer Influencers sent an average of 5 invitations each via email and various social networks.
  3. 3. The Results The winning “exclusive access” email was opened by 48% of those mailed. Of those, over 10% became “Influencers” for the brand by sharing the invitation with, on average, 5 friends each, significantly expanding its reach. The increase in reach aside, these invitations generated an unprecedented 61% click-through rate. More importantly for’s bottom line, every 2.6 invite clicks led to one new Mint. com user. This socialized email campaign was extremely successful for generating new users. “The results from incorporating StrongMail Influencer into our email programs showed us what is truly possible when you effectively tap the power of the social web,” said Wells. “For, using StrongMail Influencer paid off in thousands of new users.” “The results from incorporating > Over 10% of those mailed become Influencers StrongMail Influencer into our > Over 5 invitations were sent by each of these Influencers, on average email programs showed us > 61% of these Friends clicked-through to investigate what is truly possible when > 1 new user joined for every 2.6 invite clicks you effectively tap the power of the social web. For, using StrongMail Influencer paid About StrongMail® Influencer™ StrongMail® Influencer™ injects rich social networking functionality into any email off in thousands of new users.” communication – allowing email marketers to extend the reach of their programs by Donna Wells Chief Marketing Officer creating engaging experiences that invite consumers to share their brand or offer with friends, relatives and colleagues. By leveraging social motivators when developing the campaign strategy, StrongMail helps ensure that recipients stay connected to the brand, and consumers are motivated to share the campaign with their trusted friends. Each Influencer-enabled campaign is powered by a viral marketing engine that offers real- time optimization of creative executions to maximize virality and impact. The dashboard allows marketers to activity participate in the virality of your message, not just track it. Use it to influence the conversation, multiply your reach, and drive ROI.
  4. 4. StrongMail’s Social Media Solutions StrongMail offers a powerful suite of products and services to help email marketers monetize the social media channel. Extending beyond the common “sharing” tools offered by other providers, StrongMail provides the most About StrongMail Systems, Inc. comprehensive array or solutions available for email marketers looking to StrongMail’s marketing and transactional integrate with the social channel today. email solutions enable businesses to deliver more relevant, timely and cost-effective Social Programs messages. StrongMail gives email marketers Social Programs enables direct marketers to create powerful direct-response the control and support they need to programs that leverage social media as the next generation of forward-to-a- improve campaign performance, boost friend. At the heart of Social Programs is StrongMail Influencer, which integrates deliverability and lower costs, while also email, the Web and social networks to enable true viral marketing programs in providing IT with superior deliverability and reliability. which consumers spend their own “Social Capital” to drive your brand, helping marketers finally deliver on the vision of viral marketing. Combining an easy-to-use email marketing application, high-performance delivery Social Share system, and a wide range of deliverability, Social Share enables direct marketers to increase list growth and acquire new, strategic and supporting services, StrongMail highly valuable targets by allowing email recipients to share branded email makes it possible for companies with all levels of resources and expertise to take content across the most popular social networks, blogs and email. Marketers can advantage of its proven solutions. leverage Social Share to provide targeted offers to their email list that ignite a natural sharing response, inspiring others to opt-in for additional special offers. Headquartered in Redwood City, CA, StrongMail’s clients include global leaders Social Direct across virtually every industry. A natural extension of email marketing, Social Direct puts the marketer in To learn more about StrongMail, please visit control to send targeted and personalized messages to vibrant and fast-growing social communities. Direct marketers can leverage new email technologies to communicate directly to social networks on Facebook via messages, status Contact StrongMail Systems today. updates or wall posts. 800-971-0380 Social Circle StrongMail offers a suite of strategic and creative services designed to StrongMail Systems, Inc. complement these capabilities and help email marketers maximize the 1300 Island Drive, Suite 200 Redwood City, CA 94065 effectiveness of the social media channel, including rewarding advocates P 650-421-4200 for evangelizing brands and programs, as well as identifying, targeting and F 650-421-4201 leveraging those recipients most active within their social networks. For additional information about StrongMail’s social media solutions, call (650) 421-4200 or visit us SM-BP10909 Copyright © 2009 StrongMail Systems, Inc. STRONGMAIL and the STRONGMAIL logo are registered trademarks in the United States, other countries or both. All Rights Reserved. StrongMail Systems UK, Ltd is a company registered in England and Wales at 5 New Street Square, London EC4A 3TW. Reg. No. 6398867. VAT # GB 925 07 6228. Trading Address: Prospect House, Crendon Street, High Wycombe, Bucks HP13 6LA.