Case Study: Gainsight achieves scalable, profitable B2B direct mail campaigns with Sendoso

How the field marketing team at Gainsight developed scalable, repeatable, and profitable B2B direct mail campaigns to enable sales development representatives and account executives

Gainsight, a customer success and product experience platform, wanted to increase opportunity production and keep up with growing pipeline targets. To help address this, the team turned to Sendoso’s direct mail and corporate gifting capabilities as part of its field marketing tech stack.

With Sendoso, Gainsight built two scalable programs: a “New Hire Gift Program” to help SDRs follow up with new hires at target accounts, and an “Always On Program” that gave AEs a monthly gifting budget for deal acceleration and net-new opportunities. The impact was substantial: more than 500 gifts were sent through the new-hire program, influencing 39 opportunities and over $5.5M in outbound-sourced pipeline, while the always-on program generated more than $2M in influenced pipeline and helped deliver a 31% closed-won conversion rate.

Gainsight

Julie Ritchie

Senior Director of Demand Generation