Driving Revenue Through Live Demos

GLOBAL SALES CAMPAIGN

The Challenge

In an increasingly competitive market, Milestone sought to capitalize on its proven strategy of leveraging live online demos to close sales. Data from the Americas showed that when a pilot demo was conducted, there was a 90% likelihood of securing the sale. However, a global approach was needed to scale this success, attract more end users, and empower partners to promote the demos effectively.

OBJECTIVES

  1. Increase Revenue: Leverage the power of live online demos to accelerate sales growth.

  2. Expand Market Share: Target end users and partners to amplify reach and engagement.

  3. Strengthen the Milestone Brand: Position the company as a trusted leader in video management software solutions.

Key Targets:

  • Primary: End users seeking robust VMS solutions.

  • Secondary: Partners who could champion and promote the demo experience.

Success Metrics:

  • 1% Click-to-Opportunity (CTO).

  • 3% Signup Conversion.

  • 75% Demo Conversion.

  • 90% Demo-to-Opportunity Conversion.

STRATEGY

A comprehensive global sales campaign was designed to engage customers and partners at multiple touchpoints, driving them toward live online demos. Key initiatives included:

  • Targeted Digital Marketing: Precision ads and email campaigns tailored to end-user and partner segments.

  • Engaging Demo Content: Creating high-impact demo experiences that showcased product capabilities in real-world scenarios.

  • Partner Enablement: Providing tools and resources for partners to actively promote the demo program within their networks.

  • Global Scalability: A unified campaign framework adaptable across EMEA, APAC, and the Americas, ensuring consistent messaging and execution.

The campaign delivered outstanding results, exceeding key performance targets and driving significant business impact:

  • Lead Generation: Achieved a 75% increase in leads, bolstering the sales pipeline.

  • Conversion Success: Realized a 30% increase in conversions over target metrics, demonstrating the effectiveness of the demo strategy.

  • Global Adoption: The program was successfully rolled out across EMEA and APAC, expanding its reach and influence.

  • Accelerated Sales Cycle: Reduced the average sales cycle by 32 days, enabling faster revenue realization.

RESULTS

LEGACY

This global sales campaign showcased the power of strategic alignment and data-driven execution in driving revenue and market share. By leveraging live online demos as a cornerstone of the sales process, Milestone not only strengthened its brand but also created a scalable, high-impact program that continues to deliver results across global markets.

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