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Building long-term trust and profitability through consistent conversations

Premier Farnell said that Epsilon was able to hold an ongoing conversation with their prospects and customers that built trust. It also said Epsilon could accurately measure the benefit of that activity.

$344M

Influenced revenue across North America, UK, Germany and France during 2019

$1M

SKU-specific revenue driven through supplier funded marketing in 2019

10x

Increase in monthly customer spend over five years

Background

Premier Farnell, an international omnichannel B2B components distributor had a series of complicated marketing problems to solve; a noisy market with long buying cycles, a clear separation between end-users and purchasing teams, and a significant portion of its business conducted through offline channels and sales teams.

Challenges

  • Identifying the company’s customers.

  • Tracking these customers through the full “bell-curve” lifecycle of the product, from prototype to mass production and repair.

  • Understanding and engaging in a continuous conversation with customers.

  • Tracking the results of these conversations.

Solution

  • Create ongoing, metronomic and personalised one-to-one messaging that differentiated the business.

  • Continue talking to the customer via the platform once a sales representatives managed them.

  • Ensure messaging was “less insistent and more consistent”.

  • Use the data generated to measure incremental business impact across channels.

  • Pass those benefits to their suppliers in the form of partner marketing campaigns.
 
"Epsilon has worked to elevate the role of digital within our business. Thanks to Epsilon, I can build revenue for the business that goes back into marketing our suppliers’products. I keep my suppliers happy because I’m getting them the right customers at the right time..”
— Valerie Trombetta, Senior Digital Marketing Manager

How can you break through?

We get it. Each industry and each company encounters their own unique set of challenges. But what if we repositioned those challenges as opportunities? See just how far we can go.

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