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ROI Hunter Sees 1.5x Enhance in Gross sales Conversion Fee With G2

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Pivoting your enterprise on the onset of a world pandemic and establishing authority in a brand new market feels like an unattainable feat. Until you’re ROI Hunter, which managed to do each – efficiently. 

ROI Hunter is a product advertising and marketing platform (PMP) that helps e-commerce retailers automate and scale digital promotions to extend profitability and develop sustainably. The platform offers entrepreneurs with efficiency insights and actionable marketing campaign information. 

Beforehand, ROI Hunter operated as a Fb Advertising and marketing Associate (FMP). Nevertheless, the corporate knew that with the intention to stay aggressive within the MarTech house, they wanted to reposition themselves. 

So by early 2020, the corporate determined to pivot from being an FMP to a PMP.  

ROI Hunter was then tasked with establishing model presence and constructing person confidence in a wholly new market, all whereas supporting their very own enterprise development.

Boosting belief and establishing authority in a brand new market

The digital world is extremely related but in addition cluttered with shopping for choices. At present’s consumers don’t blindly select merchandise to purchase – they meticulously analysis and evaluate their choices in order that they really feel assured of their buy. 

“The worldwide pandemic was helpful for omnichannel tech companies and pure-play on-line retailers,” explains Luna Shirley, CRO at ROI Hunter. “Our pivot, based mostly on a robust imaginative and prescient, was obligatory. However the timing wasn’t in our favor.”

Challenges:

  • Set up business authority and construct confidence in a brand new software program house
  • Shorten the gross sales cycle and improve total effectivity within the gross sales course of

Now greater than ever, social proof is vital in terms of constructing belief and seamlessly guiding consumers down the gross sales funnel. Establishing your model out there and offering genuine person critiques helps validate product claims for potential consumers – and in ROI Hunter’s case, set up authority in a brand new software program market. 

By the tip of Q2 in 2020, ROI Hunter observed the gross sales cycle had develop into longer. Gross sales reps shared that their processes have been extra time-consuming, particularly as a result of they needed to clarify PMP to every prospect. 

“Once we pivoted and began pitching PMP to potential consumers, our gross sales cycle grew longer,” says Shirley. “Our gross sales representatives needed to do lots of extra explaining about what PMP even is. We have been available on the market with a brand new and unknown answer.” 

The speed and quantity of latest offers dropped, and gross sales effectivity was at an all-time low. At this level, they knew they wanted to put money into constructing their model footprint and authority as a PMP. 

Constructing confidence and shortening the gross sales cycle with G2 Vendor Options

To be able to improve model presence and construct shopper confidence, ROI Hunter is aware of it’s essential to be lively on the platforms consumers use probably the most. And within the B2B SaaS world, that platform is G2. With 60 million annual website guests, G2 is the place folks go to analysis, evaluate, and purchase software program and providers. 

And so utilizing  G2 Vendor Options is a no brainer. This partnership permits ROI Hunter to attach with clients, present social proof, and provides prospects the arrogance to make software program buying choices. 

Options:

  • Use G2 Overview Technology to gather person critiques and construct shopper confidence
  • Leverage G2 Content material Subscription belongings to scale back the size of the gross sales cycle

ROI Hunter’s technique relies on accumulating critiques to extend total person score and model presence on the platform. And the model implements sensible evaluation assortment strategies with G2 Overview Technology

“What helped us throughout this significant transformative interval have been real person critiques on G2,” Samuel Kellett, Head of Model & Content material at ROI Hunter displays. 

ROI Hunter automates its evaluation engine by inserting calls to motion in worker electronic mail signatures. The aim is to gather critiques in probably the most natural means potential. As a substitute of hounding buyer lists with emails asking for suggestions, ROI Hunter encourages their buyer success managers (CSM) to work with their purchasers immediately for critiques and testimonials. 

Roman Šedivý, VP of Buyer Success at ROI Hunter, explains, “We created a factors system for our CSMs with the intention to nurture desired conduct, similar to proactively asking purchasers for suggestions. We reward our CSMs for getting a buyer to go away a evaluation on G2. Since then, the variety of person critiques has skyrocketed.”

ROI Hunter additionally licenses G2 Grid® Experiences to indicate consumers how they evaluate to different related merchandise in a goal class, based mostly on satisfaction and market presence scores. They promote G2 badges and Grid® Experiences on social media, electronic mail signatures, opening slides for gross sales decks, and most just lately, movies to showcase their badges and development. 

“G2 badges are the proof of our purchasers’ success and Grid® Experiences signify our development and affect on the business.”

Roman Šedivý
VP of Buyer Success at ROI Hunter

The model additionally works with G2 to showcase its finest person critiques on social media. These social belongings are tailored for the precise channels ROI Hunter makes use of for advertising and marketing campaigns. 

And to sweeten the deal extra, ROI Hunter companions with the G2 Offers program, triggering a donation to a charitable group when a person leaves a evaluation.

Extra conversions. Larger effectivity. Shorter gross sales cycle.

Regardless of the potential dangers of pivoting their enterprise, ROI Hunter had the foresight to double down on methods that will permit them to construct person confidence and shorten their gross sales cycle over time. 

With G2 Overview Technology, the corporate elevated its branding presence and established new market authority with genuine person critiques. Moreover, the G2 Content material Subscription helped equip their gross sales reps and CSMs with highly effective belongings to teach customers and in the end shorten the gross sales cycle. 

In comparison with 2020 information, ROI Hunter’s gross sales cycle is about 20% shorter. Moreover, their gross sales effectivity has constantly improved, with their December year-over-year (YoY) seeing a 20% enchancment in effectivity, and peaking at roughly 57% throughout July YoY.

20%

shorter gross sales cycle in comparison with 2020

57%

peak enchancment in gross sales effectivity YoY

ROI Hunter was additionally capable of considerably improve gross sales conversion charges just by incorporating G2 Vendor Options into different strategic gross sales and advertising and marketing processes. 

Kellett explains, “We considerably invested into account-based advertising and marketing (ABM) methods and carried out automated nurturing workflows. Our gross sales reps are capable of polish their PMP pitch and acquire confidence as we proceed so as to add outstanding manufacturers to our consumer portfolio.”

Due to these compounded methods, ROI Hunter skilled 1.5x the expansion in gross sales conversion price over the course of 1 12 months.

1.5x

improve in gross sales conversion price in a single 12 months

Partnering with G2 helped equip ROI Hunter with the mandatory instruments to construct market presence, repeatedly collect person critiques, and better of all, convert extra gross sales. Kellett displays, “Rising validation out there helped us construct credibility as a PMP and efficiently full our pivot.” 

However the story doesn’t finish at their profitable pivot. ROI Hunter continues to leverage G2 of their on a regular basis gross sales and advertising and marketing efforts. Kellett explains, “G2 Badges play outstanding roles in our gross sales decks. We additionally show them on our website, on touchdown pages, and in our electronic mail signatures.”

Kellett notes, “We put on our G2 badges proudly.”

Trying to validate your model, affect consumers, and shut extra offers? Study how one can drive income with G2 Vendor Options



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