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Helping You Achieve Double-Digit Results with Direct Marketing
and Opt-In Marketing
CRM Case Studies Are Ernan Roman’s Proven Results
NBC Releases 6 Web Customer Experience Best Practices
NBC conducted Voice of Customer Research to identify strategies for significantly improving the customer experience at their
e-commerce store. Research results identified 6 important finds.
NBC Case Study Continued… 
CRM Case Study: Microsoft’s First Opt-In Marketing Program Generates 40%+ Response – Worldwide!
This important new case study will show you the strategies and action steps Microsoft took to achieve double-digit opt-in rates.
Microsoft Case Study Continued… CRM Case Study: IBM Software Premier Club
| Challenge |
| Loss of market share. Irritation caused by the volume of untargeted, irrelevant communications. Lack of loyalty to the IBM Software Brand. |
| Outcome |
By creating an Opt-In, Voice of Customer driven relationship program called the IBM Software Premier Club, IBM achieved:
- $310,000,000 in incremental revenue
- Double-digit annual click through rates
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| Lessons Learned |
Voice of Customer Relationship Research enabled IBM to learn exactly what customers expected from IBM in a true relationship program.
The precision targeting of messages and offers per the self-profiled requirements of customers, drove double-digit response rates. |
IBM Case Study Continued… CRM Case Study: Golden Rule Insurance
| Challenge |
Acquire new consumer customers for individual health insurance products.
Improve baseline results by learning what customers require when buying direct (versus through insurance agents) and what mix of media would be optimal. |
| Outcome |
88% increase in sales conversions over baseline.
Developed a very sophisticated lead generation and lead screening process. |
| Lessons Learned |
Voice of Customer Relationship Research identified the kind of experience customers wanted across multiple media when buying a complex product like health insurance.
This VOC - driven strategy encompassed a 100% Opt-In sales process that enabled consumers to interact via their choice of web, e-mail, direct mail, fax, in-bound and out-bound telemarketing. |
Golden Rule Insurance Case Study Continued… "HP's Opt-In Marketing increases response rates
by 300-1000%"
Alisa Marienthal, Marketing Manager, HP Americas IMS Enterprise used the Consensual Marketing Process to achieve phenomenal response rates! This Marketing Sherpa article discusses the behind-the-scenes discoveries from HP’s Email Segmentation tests.
HP Case Study Continued… "Achieving Consensual / Opt-In Relationships is Essential"
is a feature article in the prestigious Association of National Advertisers The Advertiser.
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The article details the dramatic results achieved by Hewlett Packard as a result of their Consensual / Opt-In programs:
- 300% increase in response and leads
- 200% increase in revenue
- Increased the reach of qualified decision makers by 200%
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HP Case Study Continued… "Using Options Wisely: How IBM Generated Almost $600 Million through Opt-In Marketing"
is a feature article from the Direct Marketing Association’s Insider magazine.
This breakthrough case study details how to increase response significantly by encouraging customers to opt-in by providing in-depth information regarding their individual relationship messaging and media preferences. Using ERDM's Consensual Marketing Opt-In ProcessSM, IBM generated an incremental $594 million in sales.
IBM Case Study Continued… "Opting In: How IBM Increased Sales 80% By Asking Busy Execs How They Want To Be Contacted."
Is a feature article from the Direct Marketing Association’s Insider magazine
This is the story of how IBM has piloted ERDM's Consensual Marketing Opt-In Process for involving customers in self-profiling to define their relationships, message, channel and media requirements.
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The CRM case study results are powerful:
- 80 percent increase in sales versus the control group
- 841 percent improvement in qualified response
- 82 percent conversion from responses to qualified leads
- 75 percent reduction in marketing waste
- 6 point increase in customer satisfaction
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IBM Case Study Continued…
Contact Us for a complimentary consultation to discuss your needs and how the 3-Step Marketing Process®can solve them.
Customer Relationship Marketing | Creating Integrated Marketing Solutions | Business Market Research & Consumer Market Research | Customer Relationship Management Solutions |
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7 Marketing Mistakes
You Need to Avoid
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14 Tips for Breakthrough Socially Responsible Marketing
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New Case Studies  AmieStreet.com
Converting Social Networking
Into Revenue:
10 Must
Have Tips
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NBC Releases 6
Web Customer Experience Best Practices
