accelerate sales

Fiserv Loan Servicing Platform

THE CHALLENGE:

Fiserv, a major provider of services and software for the banking industry, needed help in launching a very advanced, multi-million dollar loan servicing platform to mid-size banks. Though the sales were large and its target audience was high-level bank executives, the budget was extremely tight. Fiserv needed a targeted, elegant and extremely effective lead generation solution. So it called in the pros at Pepper Group.

THE SOLUTION:

Pepper Group applied its creativity not only in the traditional sense-by developing concepts that really delivered-but also by implementing smart solutions that allowed Fiserv to dramatically stretch its investment dollars and maximize ROI. As an example, one component of the campaign applied one-to-one text emails from a sales person. Besides cost savings, it provided a much higher degree of personalization, did not "spam" prospects, and helped open the door to new business development relationships.

To communicate the complex offering, Pepper Group identified a message platform that summarized the multifaceted features and benefits into four bite-size value stories. The message was laid out in an energizing flash video and landing page and rolled out as a 4-piece dimensional mailer campaign. To see the flash video, visit www.fiservloanservicingplatform.com

THE RESULTS:

On day one, Fiserv received an extremely well qualified lead. Since then, Fiserv has leveraged the tools to continue to build its funnel for this complex sale, generating significant interest even in a challenging market environment.

Schirmer Engineering

THE CHALLENGE:

Schirmer Engineering specializes in fire protection engineering, building code consulting, risk control and security consulting. Pepper Group has helped Schirmer with multiple initiatives, including a complete brand update, an upgraded website and launch, and most recently, a powerful employee recruiting campaign to support its phenomenal growth.

Schirmer had an opportunity to target 900 Chicago high-rise building owners, educating them about key requirements and deadlines of a new City of Chicago ordinance-an ordinance that Schirmer, in fact, helped write. Of course, Schirmer also wanted to motivate these building owners to retain the firm, and not one of its many competitors, to conduct the required evaluation surveys that were part of the ordinance.

THE SOLUTION:

Pepper Group applied our Six Critical Components of a Direct Marketing Program to create a simple yet incredibly effective lead generation piece. Starting with a good list, we created a persuasive communication tool that clearly communicated Schirmer's credibility and value propositions. We identified a compelling offer and a clear call to action and provided for the all-so-valuable, but often overlooked, follow-through.

THE RESULTS:

Schirmer's best-case scenario goal was to perform the surveys for 10% of the target audience. In fact, it executed 323 evaluations, which was 40% of the total available. Even more impressive was the fact that, according to City reports, only 350 evaluations were submitted in total. This means that of the evaluations submitted, Schirmer executed 85% of them. Plus, even after the deadline, Schirmer continued to sell additional evaluations for building owners still trying to comply with the ordinance. In addition to a multi-thousand percent ROI, Schirmer received the National SMPS Marketing Communications Award for the campaign.