ONEHOPE Wine Revolutionizing Corporate Gifting with a High-Performance SDR Pipeline.

Client Challenges

ONEHOPE Wine faced the daunting task of scaling its B2B corporate gifting and partnership programs while managing the unique demands of a seasonal business model. The corporate gifting space is fiercely competitive, particularly during high-demand periods such as the holidays, when companies like ONEHOPE rely heavily on outbound efforts to secure bulk orders from businesses. Compounding this was the challenge of targeting a highly specific Ideal Customer Profile (ICP), requiring outreach to decision-makers in industries like marketing, law, finance, and real estate, while carefully excluding regions where the company could not ship. The internal team lacked the bandwidth to execute these campaigns effectively at scale, limiting their ability to grow key segments and penetrate new markets.
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Moreover, consumer expectations for personalized and high-quality engagement in B2B sales posed additional challenges. ONEHOPE needed a partner to bridge this gap by generating a consistent pipeline of leads that met their rigorous criteria while ensuring high conversion rates during crucial sales periods.

Their internal team faced several challenges: 
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• Seasonal Demand Spikes: Corporate holiday gifting and annual client gift orders created peak sales periods requiring a significant outbound sales effort.
• Expanding B2B Reach: The client sought to grow its partnerships in key industries but lacked the internal SDR bandwidth to execute multi-channel outbound campaigns at scale.
• Targeted Market Segmentation: Identifying decision-makers such as HR leaders, executives, and marketing professionals in specific industries and excluded geographies added complexity to the outreach strategy.
• Lead Quality and Conversion Rates: The client required a pipeline that not only generated leads but ensured high conversion rates for appointments and sales opportunities.

Leadium Solutions

To address ONEHOPE’s challenges, Leadium implemented a data-driven, multi-channel SDR strategy designed to meet the client’s growth objectives while reducing operational strain on internal teams. Leadium’s approach was built on the foundation of four distinct outbound campaigns targeting corporate gifting, California-based companies, event marketers, and holiday gifting opportunities. Each campaign was tailored to ONEHOPE’s ICP, ensuring that outreach efforts resonated with decision-makers such as HR professionals, marketing teams, and executives.

Leadium’s expert team took a hands-on approach to data enrichment, sourcing over 4,000 high-quality leads per month and meticulously segmenting them to exclude non-target geographies and irrelevant industries. By combining email marketing, cold calling, and LinkedIn prospecting, Leadium created a robust multi-touch strategy that engaged prospects through multiple channels, increasing the likelihood of meaningful connections. The campaigns also utilized soft CTAs, such as offers to send ONEHOPE’s annual gifting catalog, to generate interest and build rapport with potential clients.

By handling every aspect of the outbound process, from lead generation to appointment setting, Leadium enabled ONEHOPE to scale its SDR operations without adding internal resources, allowing the internal team to focus on closing deals and expanding client relationships. This partnership resulted in a measurable uplift in corporate gifting revenue and pipeline activity, positioning ONEHOPE for long-term growth.

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Here’s how Leadium made a difference:
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1. Custom Multi-Channel Campaigns
   Leadium designed and launched four targeted outbound campaigns focused on:
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   • Corporate Gifting: Reaching HR executives, administrative assistants, and marketing professionals managing client gift programs.
   • California Companies: Leveraging proximity to identify high-value regional opportunities.
   • Event Marketers: Engaging decision-makers organizing large-scale corporate events.
   • Holiday Gifting: Building urgency and pipeline ahead of the lucrative holiday season.
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2. Data-Driven Prospecting
   Utilizing Leadium’s advanced tools, the program delivered:
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   • High-Quality Contacts: Company website, name, title, email, phone number, and more for decision-makers within ONEHOPE’s ICP.
   • Exclusion Precision: Strategically omitted non-target states and geographies.
   • Personalized Segmentation: Ensured messaging aligned with each industry’s specific pain points.
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3. Multi-Touch Outreach Strategy
   A combination of outbound email campaigns, cold calls, and LinkedIn prospecting created a robust, multi-touch approach:
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   • Emails featured soft CTAs, such as sending ONEHOPE’s annual gifting catalog.
   • Cold calls were personalized, ensuring relevance to each contact’s business needs.
   • LinkedIn was leveraged for thought leadership and direct messaging to reinforce campaigns.
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4. Scalable Campaign Operations
   Leadium seamlessly handled 4,000+ leads per month, achieving a remarkable:
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   • 46% email open rate
   • 8% connect rate
   • 10.7% reply rate
   • 59 appointments booked monthly
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Campaign Results

Leadium’s program delivered measurable outcomes that exceeded expectations:
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• Pipeline Acceleration: A sustained flow of high-quality leads filled ONEHOPE’s sales pipeline, allowing its internal teams to close deals faster.
• Revenue Growth: Over four years, B2B corporate gifting revenue experienced consistent double-digit growth, driven by high appointment conversion rates.
• Operational Efficiency: Internal teams were freed from prospecting tasks, enabling them to focus on closing and account management.
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Performance Metrics

1. Monthly Lead Generation: Over 4,000 contacts sourced and engaged per month.
2. Conversion Success: 15% increase in lead-to-appointment ratio.
3. Enhanced ROI: A 30% uplift in B2B corporate gifting revenue over four years.
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Tangible Outcomes

• A steady stream of highly qualified appointments during peak sales cycles.
• Entry into previously untapped industries and regions, driving new revenue streams.
• Scaled SDR operations that matched ONEHOPE’s growing business needs without adding internal resource strain.

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