Work

Opendrives

OpenDrives
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Summary

OpenDrives is a breakthrough B2B hardware manufacturer who delivers the media industry’s best balance of proprietary software applications and performance reinventing content creation workflows and reducing project turnaround.

We were assigned to rebrand all the client wins in order to increase deal flow and strategic exposure to major B2B decision makers at leading entertainment and biotech industry titans. The international tradeshow NAB was coming up in 6 months and it was imperative for OpenDrives to have the new sales collateral, and all new brand-sales messaging and assets ready to showcase for multi-million dollar contract meetings at the tradeshow.

After our work of assessing, optimizing and, building out the new assets, OpenDrives launched their new brand-sales assets and increased their revenue by 83%, their closing ratio by 21%, time-to-close ration down by 32% and their product demos by 411%. We also had success in expanding sales within existing customers where they grew existing customers by 112%, ARPA (Average Revenue Per Account) grew by 424%, Channel sales grew by 156%, where they expanded internationally and now have customers in Canada, Europe and Asia. Additionally, after our rebrand, OpenDrives acquired Apple, Spotify, and AT&T as net new customers.

The phases

01.

Assess

Sales & Marketing Assessment Report, Pre-Sale | Sale | Post-Sale Touchpoints, Buyer Intelligence, Competitor Shopping
02.

Optimize

Sales Go-To-Market Playbook, New Lean-Data Sales & Marketing Dashboard, New Revenue Opportunities, New Sales Deck
03.

Implement

NEW Unified Marketing & Sales Story Messaging Assets, Sales DNA Standard Operating Procedure, Custom Sales Collateral Creation, Final Approved Assets Tested & Refined
04.

Launch

Pre-Launch Marketing & Sales Training, New Sales Assets Testing & Refinement, Post-Launch Internal & External User Adoption Report.
05.

Monetize, measure & refine

Lean-Data KPI Dashboard Monitoring, Sales-Growth Analysis, Hands-on Sales Activity Support, Monthly Sales Recommendations Report. Quarterly Sales Campaigns, and Team Workshops.
1 / 5

Assess

To fully realize OpenDrive’s potential, it was essential to examine various aspects of the existing sales and marketing collateral, sales objections, competitive landscape, and front line stories of what is working, and what just isn’t.

After our pre-sales, sales, and post-sales brand-sales touchpoint analysis, coupled with executive interviews and buyer intelligence we furnished a Sales & Marketing Assessment Report outlining many issues that needed to be addressed in the brand-sales recalibration assignment. One of the key findings was to refine the product architecture and also position OpenDrives’ award-winning software platform as a major unique value proposition as compared to the leading competitors.

2/5

Optimize

The assessment process allowed much insight to be garnered to produce a highly tactical Sales Go-To-Market Playbook for the upcoming year’s B2B marketing and sales plan. We also included a new Lean-Data Sales & Marketing Dashboard, identified new revenue opportunities across verticals and regions, and rendered a new sales deck for the sales team to use immediately given deals in play that needed to close.

3/5

Buildout

As requested by the client, a full-scale rebrand was conducted at record speed. This included new unified marketing & sales story messaging assets, brand DNA standard operating procedure, new brand identity, custom sales collateral creation, and all final approved assets were tested & refined based on customer testing feedback.

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4/5

Launch

OpenDrives launched at NAB show in Las Vegas and was very warmly received thanks to the pre-show brand-sales efforts of the team setting up key meetings with new prospects as well as warming up existing meetings with industry titans such as Apple and AT&T.

5/5

Monetize,
measure & refine

Reducing the sales cycle timeline to close was a major focus, as well as better qualifying leads both at the top of the sales-funnel and during the critical sales proposal stage. After monthly sales KPI measurement, asset and messaging refinement, the monetization took a boost that was above all expectations.

OpenDrives had more effective sales tool than ever before, and they used their new sales assets to increase their revenue by 83%, their closing ratio by 21%, time-to-close ration down by 32% and their product demos by 411%. We also had success in expanding sales within existing customers which saw a112% increase, and ARPA (Average Revenue Per Account) grew by 424%, they expanded internationally and now have customers in Canada, Europe and Asia. Additionally, after rebranding OpenDrives acquired Apple, Spotify, and AT&T as net new customers.

opendriveslogo
  • 83% increase in revenue
  • 22% increase in closing ratio
  • 32% decrease in time-to-close ratio
  • 411% increase in product demos
  • 424% increase in avg revenue per account
  • 112% growth in sales from existing customers
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