Integrated commerce campaign leads to millions of dollars in new investments and acquisition of company by Salesforce.
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increase in revenue
increase in web converstion rate
increase in monthly web conversions
contact downloads in six months
Dotcom Distribution provides e-commerce fulfillment and third-party logistics services for consumer lifestyle brands such as Adore Me, Ashley Stewart and Essence Beauty Box. Specializing in premium packaging, order fulfillment and delivery services, Dotcom acts as a strategic partner to “emerging” online retailers that need to quickly scale their warehouse and distribution capabilities to keep up with growing demand.
Dotcom Distribution has a proven track record of helping small and medium-sized e-commerce brands rapidly grow their fulfillment operations, but the downside of its business model is that clients often “graduate” when they outgrow the company’s New Jersey warehouse. While Dotcom celebrates these graduations as victories, the client turnover means the company has to constantly find new revenue.
Heading into 2015, Dotcom needed to replace the revenue of a large client that had grown, but the company didn’t have a healthy sales pipeline. With all of its new business coming through inconsistent referrals and a limited telemarketing program, the company needed to develop a new marketing strategy that would generate leads through digital channels. With no formal marketing program in place, Dotcom Distribution turned to Walker Sands to create an integrated strategy that would reach new audiences and drive qualified leads.
To help Dotcom Distribution fill its sales pipeline, Walker Sands proposed a comprehensive Digital Ecosystem program—a content-driven strategy that leverages owned, earned and paid media channels together to drive web traffic and leads. Instead of approaching traditional channels like media relations, search engine marketing and social media as separate tactics, Walker Sands created a unified marketing framework that got them all working together in harmony.
The Digital Ecosystem model, pioneered by Walker Sands, is built on the premise that B2B brands must have multiple touch points with prospects during each stage of the buyer journey. For Dotcom Distribution, the program included the following components:
The Digital Ecosystem program for Dotcom Distribution dramatically boosted the number of leads coming in through the website:
“The Dotcom Distribution shows the power of the Digital Ecosystem model,” said Dave Parro, head of the retail technology and e-commerce practice at Walker Sands. “By leveraging compelling content across channels, B2B brands can ensure they’re present and engaged at every step of the new buyer journey.”
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