Oracle Event RSVP Case Study

Overview

Oracle is a multinational software and technology company with a focus on enterprise computing solutions. Their scope in the industry is wide, with their products revolving around servers, workstations, storage devices, database management systems, and business applications.

During the first quarter of 2017, Oracle intended to generate awareness and fill its sales funnel for one of their enterprise products with leads from Southeast Asia. They identified Malaysia, Indonesia, and Singapore as the ideal markets for this campaign and then organized executive networking seminars across all three countries to meet their goals.

ThinkLogic PTE Ltd. came as an integral part of this solution awareness equation as it specializes in generating demand from the Asia Pacific region. Shortly after an in-depth consultation of their campaign requirements, ThinkLogic briefly began contacting Chief Financial Officers, Finance Directors, and Heads and Vice Presidents of Finance who are prospective attendees of the event.

Detailed Campaign Requirements

Market Indonesia, Malaysia, and Singapore
Type of campaign Event RSVP
Target Audience CFOs, Finance Directors, heads and VPs of Finance
Guaranteed number of RSVPS: 120 total RSVPs (40 per country)
Expected Attendees: 60 total attendees (20 per country)
Target Employee Size 500+ or 50M USD Revenue
Reporting Use client-provided template
Exclusion Partners

Our Process

ThinkLogic kicked off the campaign by extracting 2809 relevant contacts from its in-house database.

In line with its standard RSVP process, ThinkLogic blasted out invitation and registration EDMs to prospects prior to dialing. Replies and opens from these emails were constantly monitored as they are the primary basis of how our specialists’ calls are prioritized.

Prospects who have registered to the event in response to the EDMs are called only once as a reminder a few days before the seminar.

On the other hand, prospects who only opened and read their emails are considered to have shown more interest than those who did not open their emails at all, and thus are prioritized in the telephone invitation phase. Prospects who have verbally agreed to attend the event are asked to respond to the email, and then, similar to those who registered on first contact, are reminded of the event through phone a few days prior to the seminar.

ThinkLogic would continually update on its registrants to confirm their attendance to the event during the month-long campaign. This constant follow up ensures high attendance rates as prospects who have changed their mind are replaced at the earliest possible time.

The Results

Database Report

Campaign Statistics (email and phone registrations)

The campaign statistics table show how the 2809 contacts have been broken down between the three markets. The table also loosely outlines the process with which prospects have been invited, namely: the contacts acquisition stage, EDM blast, and the follow up phone invitation. During this part of the campaign, ThinkLogic observed competent email open and registration rates for the three markets.

Market Database Size Email Open Rate 1st Phase (Email) Registration 2nd Phase (Phone) Registrations
Malaysia 958 131 (13.67%) 14 (1.46%) 36
Singapore 1518 166 (10.94%) 15 (1.12%) 27
Indonesia 333 39 (11.71%) 5 (1.5%) 40

Registrations and Confirmations

The following table shows the number of prospects further down the funnel. During this phase of the campaign, prospects have been continually followed up for final confirmation to attend. Only 9 of the 137 who have registered chose not to attend the event due to various unforeseen circumstances.

Market Target Registrations Declined Accepted Calendar
Malaysia 40 50 7 43
Singapore 40 42 2 40
Indonesia 40 45 0 45

Conclusion

ThinkLogic is proud of the results for this campaign. Giving lead quality as much thought as quantity, it has ensured the presence of most of the respondents, leading to excellent attendance rates across all markets.

Event Confirmations

Attendees

Delivering results beyond client expectations has allowed ThinkLogic to continue to partner with Oracle in its marketing efforts, with more campaigns being worked on in the pipeline.

Oracle Logo

Client: Oracle

Campaign Type: Event RSVP

Actual Attendees: 104

Target Attendees: 60

Time Frame: 1 Month

Markets: Singapore, Malaysia, and Indonesia

Oracle Event RSVP Case Study

Client: Oracle
Campaign Type: Event RSVP
Actual Attendees: 104
Target Attendees: 60
Time Frame: 1 Month
Markets: Singapore, Malaysia, and Indonesia

Overview

Oracle is a multinational software and technology company with a focus on enterprise computing solutions. Their scope in the industry is wide, with their products revolving around servers, workstations, storage devices, database management systems, and business applications.

During the first quarter of 2017, Oracle intended to generate awareness and fill its sales funnel for one of their enterprise products with leads from Southeast Asia. They identified Malaysia, Indonesia, and Singapore as the ideal markets for this campaign and then organized executive networking seminars across all three countries to meet their goals.

ThinkLogic PTE Ltd. came as an integral part of this solution awareness equation as it specializes in generating demand from the Asia Pacific region. Shortly after an in-depth consultation of their campaign requirements, ThinkLogic briefly began contacting Chief Financial Officers, Finance Directors, and Heads and Vice Presidents of Finance who are prospective attendees of the event.

Detailed Campaign Requirements

Market Indonesia, Malaysia, and Singapore
Type of campaign Event RSVP
Target Audience CFOs, Finance Directors, heads and VPs of Finance
Guaranteed number of RSVPS: 120 total RSVPs (40 per country)
Expected Attendees: 60 total attendees (20 per country)
Target Employee Size 500+ or 50M USD Revenue
Reporting Use client-provided template
Exclusion Partners

Our Process

ThinkLogic kicked off the campaign by extracting 2809 relevant contacts from its in-house database.

In line with its standard RSVP process, ThinkLogic blasted out invitation and registration EDMs to prospects prior to dialing. Replies and opens from these emails were constantly monitored as they are the primary basis of how our specialists’ calls are prioritized.

Prospects who have registered to the event in response to the EDMs are called only once as a reminder a few days before the seminar.

On the other hand, prospects who only opened and read their emails are considered to have shown more interest than those who did not open their emails at all, and thus are prioritized in the telephone invitation phase. Prospects who have verbally agreed to attend the event are asked to respond to the email, and then, similar to those who registered on first contact, are reminded of the event through phone a few days prior to the seminar.

ThinkLogic would continually update on its registrants to confirm their attendance to the event during the month-long campaign. This constant follow up ensures high attendance rates as prospects who have changed their mind are replaced at the earliest possible time.

The Results

Database Report

Campaign Statistics (email and phone registrations)

The campaign statistics table show how the 2809 contacts have been broken down between the three markets. The table also loosely outlines the process with which prospects have been invited, namely: the contacts acquisition stage, EDM blast, and the follow up phone invitation. During this part of the campaign, ThinkLogic observed competent email open and registration rates for the three markets.

Market Database Size Email Open Rate 1st Phase (Email) Registration 2nd Phase (Phone) Registrations
Malaysia 958 131 (13.67%) 14 (1.46%) 36
Singapore 1518 166 (10.94%) 15 (1.12%) 27
Indonesia 333 39 (11.71%) 5 (1.5%) 40

Registrations and Confirmations

The following table shows the number of prospects further down the funnel. During this phase of the campaign, prospects have been continually followed up for final confirmation to attend. Only 9 of the 137 who have registered chose not to attend the event due to various unforeseen circumstances.

Market Target Registrations Declined Accepted Calendar
Malaysia 40 50 7 43
Singapore 40 42 2 40
Indonesia 40 45 0 45

Conclusion

ThinkLogic is proud of the results for this campaign. Giving lead quality as much thought as quantity, it has ensured the presence of most of the respondents, leading to excellent attendance rates across all markets.

ORACLE - Event Confirmation

ORACLE - Attendees

ORACLE - Attendance rate from confirmations

Delivering results beyond client expectations has allowed ThinkLogic to continue to partner with Oracle in its marketing efforts, with more campaigns being worked on in the pipeline.