Case Study: Cable

Situation

One of the nation’s largest cable companies was in a bind. Their sales volume was flat. To make matters worse, costs were rapidly increasing. In fact, expenses had risen nearly 25% in the last six months alone. Something had to be done … and fast.

Challenge

The cable giant turned to Leapfrog. They challenged us with two aggressive goals: increase monthly sales by 20% while decreasing costs by 10%. To achieve such ambitious targets it was quickly apparent that Leapfrog needed to take a non-traditional sales approach.

Leapfrog Solution

First, to better align corporate and regional goals, a centralized strategy & budget was established. Once that was in place, Leapfrog looked at the cable company’s 12-month purchase data, cross-referenced it with external data and identified high-value target customer segments. From this list, a series of communications were sent out with messages and offers tailored to the given segments. Prospects received a dynamically generated product, price and promotion combination that was likely to appeal to them based on their location and information they had provided. In short, Leapfrog used data to identify the best audience and then delivered precisely the right offer at exactly the right moment.

Results

The results were even better than the client had hoped. Sales volume soared 63% in just 4 months. Better yet, the price per install dropped an amazing 71%. Thanks to Leapfrog, the company was once again wired for growth.

“Leapfrog Online knows the benefit of a long-term partnership and their actions reflect it. Their unwavering focus on the end goal provides continuous growth to our business—we take chances together, we learn together, and we are tremendously successful together.”

Senior Director