Download - How FiveStars Grew Marketing Revenue by 20x

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How FiveStars Grew Marketing-Driven Revenue by 20x

MARKETER SPOTLIGHT


AUDIO CHECKUse the chat window if you can’t hear or we cut out!

RECORDING & SLIDESBoth will be sent within 24 hrs post-webinar!

QUESTIONSAnswers at the end–don’t miss chance to ask Brian questions.


Brian LeeGrowth Manager @FiveStars

EntrepreneurVery happy about Duke’s NCAA Championship

MEET BRIAN LEE


20x Marketing-Generated Revenue

Over 95% Terminals Integrated

Targeting Markets 2.5x Propensity to

Convert

From YC to $45M RaisedGrew Customer Base

From 1M to 5M

Scaled Inside Sales Team From 1 to 35

(We’re Hiring)


How do I prioritize marketing resources?

1. Identify largest markets & best prospects

2. Convert prospects into customers

WHO

HOW


THE WHO


3 out of 4 new market expansions failMcKinsey, Beating the odds in market entry

× 40% only maintain basic customer contact information

× 50% turnover within first 5 years of opening

× Even w/ explosion of data, it is fragmented &

unstructured

SMBs PRESENT GREATER CHALLENGES


“This data, and the insights we extract from it, impact some of our biggest marketing decisions, so

we need to make sure it is right.”

TACKLING INTERNALLY – THE ECONOMICS DON’T ADD UP

× Increase human resources× Long turnaround times & QA processes× Inaccurate decision making


✓ Strategy: Knowing the universe, market worth,

& segments converting up to 250% above

baseline

✓ Efficiency: Ease-of-use and seamless

deployments w/ fewer people

✓ Experimentation: Testing, iterating, optimizing

on hypotheses

✓ Accuracy: External data cloud offers complete

and verified foundation

RESULTS w/ INTEGRATED PREDICTIVE ANALYTICS


THE HOW


✓ Finance: Per capita

✓ Marketing: Sufficient pipeline & how it

scales

✓ Sales: Efficiency to maximize yield

✓ Management: Ensure hires are lifers!

KEYS TO BUILDING A INSIDE SALES POWERHOUSE


Use underlying data to predict which prospects should get which

combination of messages, assets & ads. Key metrics include:

CONTINUOUS MEASUREMENT

INSIDE SALES METRICS

➔ Dials/day

➔ Contracts/day

➔ Volume (Consumption Rate)

➔ Close Rate

➔ CPA

➔ Labor Input - Time to Close

Marketing Metrics

➔ Open Rate

➔ Response Rate

➔ Close Rate

➔ CPA


“Brian is not a sales guy, but he’s a damn good growth hacker with an innate ability to predict and

then execute on what will drive the highest impact.”Head of Inside Sales


Q&A


THANK YOU FOR ATTENDING!MARKETER SPOTLIGHT