Doubling Gross Revenue in SaaS

Doubling Gross Revenue in SaaS

WE HELPED DOUBLE GROSS REVENUE AT AN ED-TECH SAAS COMPANY IN UNDER 24 MONTHS.

Situation

An educational software company had recently acquired a competitor and wanted to implement a marketing plan to drive revenue increases faster and more predictably.  Science and Magic were brought on to help establish a business strategy, and scale the organization, as well as to help with new product launches, rebranding and more. 

Solution

We helped develop the sales side of the organization, including process, training, and implementation of CRM and marketing automation tech, while supporting the marketing function as well, including website and microsite redesigns, trade show marketing, and ongoing focus on organic and paid search, as well as retargeting, email, and automation. 

CUSTOMER JOURNEY – AREAS OF FOCUS

Figure 1A – Experience Engineering

OUTCOMES

Month Turnaround

%

increase in revenue

%

Website Traffic

ROAS

  • Revenue 100% 100%
  • Website Traffic 47% 47%

14:1 RETURN ON INVESTMENT

We helped the company more than double its revenue in less than 24 months. Traffic has increased 47%, and we are delivering a ROAS of 14:1 over the lifetime value of their customers (meaning for every dollar invested in marketing, the company is earning $14 over the lifetime of the customer). 

More than 300 search-optimized blog posts…

 “The Science and Magic team has been willing and able to adapt to our changes within the company. We have evolved from 1 primary product to a brand of educational SaaS solutions. They have been able to build upon our “branding” and transform our digital presence to reflect our new direction.” 

Todd Whitlock

CEO, Standard For Success

WORK SAMPLES: EXPERIENCE ENGINEERING

 

Experience Engineering is all about delivering the right experience to the right person at the right time. One of the ways we help with this is through video messaging. For Standard For Success, we helped deliver video ranging from short promo videos for products to introductory UI videos, even a mini-documentary feature on The Information Matrix with Laurence Fishburne. 

ENGINEERING EXPERIENCES

Sales Team Development

Successful implementation of a CRM and marketing automations

l

Design and Marketing

Facilitation of website and microsite redesign and trade show marketing

U

Search, communication, and Automations

Ongoing focus on organic and paid search, retargeting, email, social, and automations.

In 2021, our client was one of the fastest-growing private companies in the Inc 5000, ranked #3525 overall, and #55 among all education companies.

Interested In Working With Us?

Demand Gen and Attribution for B2B

Demand Gen and Attribution for B2B

WE built and scaled a demand gen program for a multi-location services business

And then we handed it off to the client's internal team. It's a thing of beauty, really.

Situation

A private equity backed fire protection company in acquisition mode needed to build and streamline its demand generation program as new companies were constantly being acquired and integrated into the core brand. 

Solution

SMco planned and delivered a demand generation program from the ground up. Our deliverables included media buying and planning as well as supporting a new SDR program, reporting for finance stakeholders, implementing a CRM and marketing automation function, and advising on hiring an internal team. 

CUSTOMER JOURNEY – AREAS OF FOCUS

Figure 1A – Experience Engineering

OUTCOMES

%

Web Traffic Increase

%

Market Qualified Lead (MQL) Growth

%

Sales Opportunities Increase

%

INCREASE - MARKETING's CONTRIBUTION TO REVENUE

When growth marketing

actually means growth

Built from the ground up

When we started, brands weren’t centralized, no media was in market, and attribution was just an idea that was being tossed around. 

Systems to handle scale

Media buying scaled to market, content marketing to support the brand growth, and reporting to satisfy information-hungry private equity financeers. 

Revenue Growth

Let’s cut to it, this is what really matterd. We were able to prove an 11x increase in marketing’s ability to generate revenue. 

  • Web Traffic 23% 23%
  • Market Qualified Leads 83% 83%
  • Sales Opportunities 483% 483%
  • Closed/Won Revenue from Marketing 1122% 1122%

The Results Speak for Themselves

Our approach delivered seven-figures in net new revenue pipeline, a 23% lift in web traffic, 83% increase in MQL’s, 483% increase in the number of opportunities created for Sales, and a 1,122% increase in closed/won revenue directly attributable to marketing sources.  

%

Increase in Marketing's contribution to revenue

The Science & Magic Corporation of America was critical to the launch of our marketing and demand generation program. They are experts in all they do and helped us scale our SEO and SEM programs so we could meet our marketing and company targets and goals.

If you are looking for a partner with expertise in everything from Google Ads to content development to customer marketing, then you’ve found them! Thank you so much Science & Magic!

-Marketing Director

90-Day Transformation from B2B to D2C

90-Day Transformation from B2B to D2C

wholesale to ecommerce in 90 days

When the pandemic hit, our client needed to pivot...fast. We helped them make it happen.

Situation

A private equity-backed licensed apparel company wanted to pivot to an ecommerce-focused D to C model, integrated with its current B to B model. After an initial failed in-house attempt, Science and Magic were brought in to help quickly transform a traditonal wholesaler to an eCommerce company.

Solution

We rebranded, moved the client’s ecom operation to a headless commerce tech stack, implemented a marketing automation program, and deployed dynamic ad campaigns in search and social, as well as leveraging their NFL license partnership through an auction site experience we developed alongside their ecom platform.

CUSTOMER JOURNEY – AREAS OF FOCUS

Figure 1A – Experience Engineering

OUTCOMES

Monthly ecom revenue increase

conversion rate increase

site traffic increase

Day Turnaround

90-Day Turnaround

Campaigns by black friday? no problem.

We pulled the necessary levers to have the client’s inventory synced into the new ecom environment out of Microsoft Great Plains. That was a feat in itself. 

New Revenue model brings new questions

How fast can we grow? How do we budget for tech, personnel and media to get to our goals? All questions we were able to assist with. 

New Team? We've got their back

To grow more quickly, the client acquired a competitor’s marketing team to level up their internal capabilities, and to get ready for the ride that was about to get even more exciting…

MICROSITE: AN ONLINE AUCTION EXPERIENCE

an entirely separate auction site experience w/ the NFLPA

Our client’s partnership with the National Football League Players Association included a tie-in to the NFL’s My Cause, My Cleats that required building a stand-alone auction site experience where people could bid on items, in addition to the main e-commerce site. We built this experience alongside their new e-commerce platform, all within six months of our initial engagement.

INCREASE in Monthly Ecom Revenue

Results were a precursor...

All of our work was just setting up the client for where they were ultimately headed, M&A land. It’s not that we worked ourselves out of a job, but we kinda did. 

Breaking Records on the Radio

Breaking Records on the Radio

WE HELPED ONE OF THE LAST INDEPENDENT ROCK STATIONS BREAK NEW RECORDS.

(NOT THE VINYL KIND.)

Situation

One of the last independently owned and operated rock stations in the country, 92.3 WTTS, was operating with a ten year old website, and a mobile app that was barely functional. With more and more audience moving to streaming media outlets like Spotify, Pandora, Apple Music, and other similar services, it was time to help WTTS evolve itself beyond being just a radio station to become an music experience delivery company. 

Solution

We led the Programming team through strategic planning, and helped re-orient their perception of their competitor set to be not other radio stations, but streaming services. Based on this, we re-imagined the WTTS website as an artist-centric web magazine for exclusive content about national artists, and rebuilt their mobile presence from the ground up – all in the middle of of a global pandemic where no live music was happening, and no one was driving in their cars listening to the radio on their way to work. 

CUSTOMER JOURNEY – AREAS OF FOCUS

Figure 1A – Experience Engineering

OUTCOMES

Month Turnaround

%

increase in total users

%

increase in new users

%

decrease in bounce rate

%

increase in Pages per Session

%

increase in page views

Within 120 days of launch

Increase in streaming sessions

  • Facebook – up 65 % in the 120 days after launch, with a reach of 637,678 64.7% 64.7%
  • Instagram – 10,552, up 248% in the 120 days after launch 248% 248%
  • YouTube – doubled views in the 120 days after launch to nearly 2MM views 98% 98%
  • Podcast – has over 1,200 plays in the first 120 days after launch 99% 99%
  • WTTS Stream – increased by 25,000 to nearly 100,000 streams / mo in the 120 days after launch 87% 87%
  • Mobile Apps – more than 327k page views across 5,300+ users 92% 92%

BREAKING RECORDS ONLINE AND ON THE AIR

Through their newly-established digital channels, WTTS is now delivering more than a million online touch points per month with their listeners. In fact, their on air audience is only their fifth largest, behind YouTube, the live stream, Facebook and Twitter. But not only did we break records online, our recommendations around leveraging addressable OTT in their marketing efforts led the station to the highest ratings it has ever achieved in its three decade history, including being in the top three stations M-Su 6a-12M for A25-54, a second place PM Drive finish, and 4th place Mid-days finish. The station established a 6.5 share 12+. Their prior record was a 3.8. Each 12+ share point is worth roughly a million dollars in revenue, using rough estimation to put this in perspective. 

content strategy, process, and management for 250+ concerts and events a year.

 “The team at Science & Magic helped transform our digital platform. Their dedication to excellence and knowledge of the digital path specific to WTTS has catapulted our digital content to a heightened level never before experienced. The strategy that WTTS implemented under the direction of Science & Magic has aligned perfectly with our brand. The customer service and patience in explanation is unmatched. I highly recommend.” 

Laura Duncan

Program Director, 92.3 WTTS-FM Indianapolis

DIGITAL BRAND STRATEGY OVERHAUL – NEW SITE, NEW APP, AND MORE. 

CONTENT STRATEGY FOR HUNDREDS OF HOURS

OF EXCLUSIVE LIVE PERFORMANCE VIDEO CONTENT

FROM WORLD-CLASS ARTISTS.

ARTIST-FOCUSED CONTENT STRATEGY

REINVENTING WTTS DiGITAL PROPERTIES

 

Competing with Spotify, Pandora, Apple Music, and other streaming services meant developing an entirely new strategy for mobile, and new mobile experiences – including native iOS and Android apps, a Progressive Web App, a mobile-optimized responsive website, and developing capabilities for push, text, geofencing, and more. Not only did we rebuild their entire mobile infrastructure, we created videos to promote it both online, and on targeted OTT (over the top) television buys for the brand, and for the app.

ENGINEERING EXPERIENCES

A completely new mobile brand experience

New native apps for iOS and Android, as well as a PWA

NEW CAPABILITIES FOR REACHING LISTENERS

Push messaging, text messaging, geofenced automations, and more

w

Mobile micro social network in the app

Enables listeners and fans to find each other, chat, and more

Interested In Working With Us?