Case Study: Tesla drives 5,700 demo requests with Next Step

Tesla drives 5,700 demo requests with Next Step

The customer, a global software company, faced a challenge with its event marketing for its IGEL product, as hot leads from trade shows quickly went cold and failed to convert to demos. The vendor, Next Step, was enlisted to apply behavioral science to revitalize this sagging campaign and improve lead conversion.

Next Step implemented a behavioral science-driven solution that included a high-value Tesla giveaway lottery to leverage availability bias, a streamlined mobile sign-up form to reduce cognitive load, and tactics to create urgency with time-sensitive demo codes. This strategy generated over 5,700 demo requests, delivered $8.3 million in new sales opportunities, and contributed to the client's 890% increase in software sales, also winning them a Stevie Award for one of their most successful B2B campaigns.

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