Marketing ExecutivesPoint of Sale Solution ProvidersSMB software companies seeking modern growth channelsHigh velocity outbound sales organizationsTeams searching for tech-savvy business owners

who will find this report helpful:

Behind Revel Systems’ Growth StrategyHow Targeted Market Segmentation Empowered Revel to Scale POS Sales Nationwide

case study: revel systems

meet revel systemsRevel Systems is one of the fastest growing iPad point of sale solutions for local merchants. Revel brings seamless point of sale solutions to small business owners looking to bring ease and flexibility to their sales interactions with customers while maintaining the highest level of security.

the problem

Intuit estimates $100 billion in missed sales for small businesses that deny plastic.* Business owners across every industry are transitioning off clunky, traditional POS Systems onto mo-bile, cloud-based systems, and Revel needs to get to the door faster than the competition.

However, with more than 27 million small businesses in the U.S., Revel Systems Director of Marketing, Patrick Donnelly, needs to know more than region and company size to determine which markets are the best fits. Revel’s lead generation team was manually filtering lead lists and appending information from online review sites and social networks to build lists suitable for outbound sales. Without a consistent, comprehensive data source, they struggled to scale outbound efforts and to measure the effectiveness of their painstaking segmentation pro-cess.

“It’s a huge jump start compared to a database that isnt built with the local focus.”

-patrick donnelly, director of marketing

“Expanding outbound is one of keys to growth, but obtaining high quality leads takes a lot of time and distributing leads is a sales nightmare.”

-patrick donnelly, director of marketing

Outbound to SMBs has always been an intimidating undertaking. Like many companies, Revel found legacy options to offer poor data quality and no intelligent software.

* GoPayment Survey, 2012

“Anyway I can use tech to streamline my work hours in the day is good for the company and good for the team.”

-patrick donnelly, director of marketing

the resultsWith Radius, Revel has successfully scaled outbound sales across a number of strategic markets.

+ Discovered common attributes amongst leads most likely to convert + Added flexibility to lead generation process so team members can focus on the best leads in their segments+ Eliminated headaches from fragmented lead generation so Revel Director of Marketing, Patrick Donnelly, can focus on advancing the company’s vision and building exciting campaigns

the solution

Every marketer, sales executive, and manage-ment team looks for growth in areas where they have already found success. Smart organi-zations ask, “How can we find more companies that look like our current customers?”

Discovering segments that are ‘look-alikes’ to their cur-rent customers empowers marketers to execute highly effective outbound campaigns. Patrick has the flexibility and confidence to create broad segment parameters in Revel’s target regions, and can then pass control to the lead specialist to refine segments. Sales can focus on the businesses that are similar to those where they have already found success.

Revel has discovered that restaurants with certain rat-ings and a website convert better. Why? These are good indicators of businesses’ willingness to adopt new prod-ucts and services, such as sophisticated point-of-sale systems. In addition to offering enhanced segmentation, Radius allows Patrick’s team to deploy highly-targeted campaigns without IT hassle.

before

after

Fragmented and unreliable strategy + Wrangle disparate lead data from Hoover’s, Yelp, and Government registration websites+Dig through disorganized CRM system filled with duplicates, incorrectly labeled leads, and out- dated data+Waste time qualifying leads with high-volume calling to determine whether contact info is correct & business is still open

Streamlined and scalable growth+ Understand the shared attributes of current customers and identify segments with the most potential+Empower a single lead data source that monitors thousands of sources and constantly updates data+Utilize an intuitive interface that makes it easy to seamlessly deploy leads to sales and measure success with real-time analytics

The modern way to market to small businesses.

about usEmploying Big Data technology that tracks insights for more than 27 millions US businesses, Radius helps modern marketers identify ideal small business customer segments, launch highly-targeted marketing campaigns and measure results in real time. Based in San Francisco, Radius serves customers like American Express, Gannett, The Home Depot, Revel Systems, Cox Media, Adobe, and more. Investors include American Express Ventures, BlueRun Ventures, BBVA Ventures, Stanford University, Western Technology Investments, and Formation 8 Partners.

114 Sansome St. STE 1000 San Francisco, CA 94104 | info@radius.com | @radius

Unlock your best SMB customer segments. Create targeted lead lists and measure campaign success.

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