Case
Study
Rakuten
Overview
Rakuten are best known in the digital marketing space for having the largest affiliate marketing network. In addition to this, they also provide connected tv services and support various marketing channels on an agency basis.
They started working with Air Marketing in the summer of 2022, looking to win more advertisers in new markets and verticals to expand their affiliate marketing network. Since then, they’ve worked with Air on a number of briefs, using our expertise and flexibility to achieve their expansion goals.
THE CHALLENGE...
Rakuten came to Air after reviewing their options for third-party support in lead generation. They were looking to expand their team and remit, but found they had a limited amount of internal resource for consistent lead generation within their sales team.
They found getting the balance right between scale and personalisation with this internal resource gap challenging, so were looking for a partner that could support them with sales in other languages as they expanded more aggressively into the EMEA market. This was particularly important when it came to support with sales in other languages and new verticals where they didn’t have an established presence.
Rakuten tasked Air with evaluating and enriching their data sets to ensure maximum opportunity, as well as driving consistent, high-quality leads into their pipeline.
Our work with Rakuten also involved:
- Outbound call campaigns
- Having a keen understanding of who Rakuten are as a business, where they sit in the competitor landscape and who their ideal clients are
- Introducing a process around data acquisition and enrichment
- Targeting key accounts
- Building pipeline for the future
The Result...
We were able to furnish Rakuten with consistent leads that turned into meetings and opportunities. Many deals closed in one, providing high-value ROI that met their Rakuten’s criteria several times over.
Thanks to our work together, Rakuten were able to scale up their conversations in new markets and verticals which meant they could more quickly adapt their strategy and tactics to respond to the market and even build pipeline for the future.
JEREMY COSTER
Head of Sales, EMEA Rakuten Advertising
“They’re professional, they’re very keen to deliver. They are self-motivated and want to bring results to the table. They’re thoughtful about what they’re doing; share what’s working and they’re passionate about their work – they’re professionals.”
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