Case Study: Bottomline achieves 20% more qualified names in each mailing with Alliant

BottomLine Inc. Uncovers New Prospects in a Double-Model Approach

BottomLine Inc., a publishing company, relied on a large prospecting database for direct mail acquisition, but struggled to find enough lower-tier names in the data provider’s list selection model that would still deliver acceptable ROI. To improve prospecting efficiency, BottomLine worked with Alliant and its existing campaign optimization model, using Alliant’s transactional payment history and product interest data as an independent source of insight.

Alliant analyzed the lower score groups from the coop vendor and identified additional profitable names BottomLine could mail. As a result, BottomLine was able to qualify up to 20% more names in each mailing and mail three incremental deciles from the vendor’s model, driven by higher predicted payment rates.

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