Helping a leader in aerial technology increase new and existing licenses
Challenge
An Australian leader in aerial technology faced a unique challenge in their quest for revenue growth. Operating on a licensing revenue model, their success was intricately tied to the organizational structures of their clients, many of whom were large corporations. Any internal change within these organizations—whether a merger, acquisition, or internal restructuring—could drastically alter the number of licensed users, directly impacting the company’s revenue.
This dynamic environment demanded more than just an aggressive pursuit of new leads. To maintain and grow their revenue, the company needed a vigilant approach to monitoring existing clients. They had to stay ahead of organizational changes, anticipate shifts, and adapt their strategies swiftly. This dual focus on new opportunities and the fluid nature of their current client base was critical for sustaining long-term growth and stability in an ever-evolving market.
Solution
Our research team embarked on a comprehensive mapping exercise, meticulously tracking thousands of previous and existing users within the firm’s key customer base. This detailed analysis uncovered crucial data on each user’s location, departmental affiliations, and sub-department connections.
We leveraged this granular insight to provide the company with bespoke deep-dive account insight reports on multiple new target accounts. These insights enabled the firm to gain a profound understanding of their customer’s needs and preferences. Armed with this knowledge, combined with mapping of each employee at the target account, they were able to achieve hyper-personalization in their approach, ensuring their messaging resonated deeply with each unique audience segment.
Outcome
This company-wide insight, paired with a keen understanding of priorities and challenges at both the department and sub-department levels, empowered the marketing team to craft exceptionally personalized campaigns. These campaigns aligned seamlessly with the specific objectives of each department and sub-department.
As a result, the company experienced a significant boost in the usage of its solutions.
They found:
- 20-30% increase in the utilization rate of existing licenses
- 24% rise in new licenses issued
- The churn rate maintained at an impressively low 3%, underscoring the effectiveness of their tailored approach in fostering customer loyalty and driving growth.