February 20, 2020

749: Scaling Your Client Gifts, with Kris Rudeegraap

38 minutes

Kris Rudeegraap, CEO and Co-Founder of Sendoso, joins me again in this episode.

KEY TAKEAWAYS

Sendoso sends digital and physical gifts for B2B sales, marketing, and customer success teams. Kris Rudeegraap and Braydan Young left jobs as account executives and co-founded Sendoso (originally CoffeeSender) in 2016.

CoffeeSender began by sending Starbucks gift cards. CoffeeSender expanded their gifts to a great variety of items and became Sendoso. Kris comments on how their company grew.

Kris explains the use cases he sees most often and how Sendoso is being used with TalkDesk, Outreach, and Salesforce.

Sendoso has gifts from about 500 merchants, including e-gifts, consumables, and hard goods. Sendoso also works with Amazon. Kris explains. Sendoso can include hand-written notes. Sendoso also inventories gifts.

Kris discusses the various categories and their popularity. About 50% are warehoused and print-on-demand items. The other 50% of sales are split about evenly between E-gifts and consumables. The staff does the taste tests.

Kris reveals the back-end of Sendoso: five warehouses around the world plus drop-ship partners for perishable and consumable goods. Sendoso built the software to run their infrastructure and a front-end Sendoso app.

Kris tells how Sendoso can be used in demand-generation marketing, situational gifting after a demo or to get a meeting, and for customer success. HR can use it for employee-to-employee sending.

Certain industries impose limitations on gifts and Sendoso tracks orders to work within compliance guidelines and validation rules.

Kris discusses ROI. Sendoso is scalable, compared to using in-house resources. Direct mail converts better than other channels; Kris’s customers are seeing success with gifts. Sendoso suggests gifts according to account needs.

What kinds of sales representatives get the best results from gifting? Kris shares some observations. Sendoso is putting together a data trends report.

Sendoso just raised $40 million in Series B Financing. They’re hiring across the board and investing resources into R&D. Kris shares his vision of growth for the next two years.

Unlike email, gift-sending has a cost, so market saturation is unlikely. Kris talks about personalization.

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Formerly the Accelerate! Your Sales podcast with Andy Paul

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