Redstor + Turtl | Case study | Turtl
See how Redstor used Turtl to take their comms 100% digital and evolve the production and management of sales collateral.
Redstor + Turtl
The digital transformation of Redstor's marketing and sales enablement
Out with the old...
...in with a trailblazing new CMO
On joining as CMO in August 2018, Gareth Case identified the need to transform Redstor's outbound strategy
Zero brand awareness
Gareth recognized the excellence and potential of the company's product and culture but saw no brand awareness in the market.
Lackluster lead gen
When he joined, the marketing team was bringing in 30-40 MQLs per month. Six months later, they now bring in 200+. What is the secret to his success?
As Turtl’s first-ever customer, I have utilized the platform within 4 different businesses. It’s an absolute game-changer in terms of content production, reader engagement, and gaining useful, actionable insights. I can’t recommend Turtl enough.
Gareth Case, CMO
Redstor is the leading UK provider of data management, offering cloud backup, disaster recovery, archiving, search, and data migration. They work with a network of partners to deliver their services across the globe.
The digital transformation
of Redstor's marketing function
Achieving a 100% digital strategy
Gareth has overseen the implementation of a 100% digital strategy within the marketing function, discontinuing use of print.
The marketing team now all have access to Turtl, which they use to create company brochures, data sheets, case studies, and whitepapers. They've also recently started using Turtl's content automation functionality to mass-produce personalized materials for their ABM programs.
At one large event, where they'd typically bring stacks of printed brochures, they came equipped with iPads loaded with Turtl stories. This proved to be a slicker and more sophisticated solution that helped position Redstor as the forward-thinking brand they are.
Turtl for sales enablement
Expanding use cases
Everything a sales team needs in one place
In addition to using Turtl for marketing purposes, Gareth is also a champion of expanding the use of Turtl to include sales
Turtl for proposals
Gareth shifted the creation of sales proposals over to Turtl earlier this year. This allows the sales team to view exactly how prospects are engaging with the proposals being sent out, as well as know when each has been read.
Turtl for sales collateral
The team use Turtl to organize and link to sales collateral in a single handbook that can be updated live to share with internal and external sales partners.
Not only does this give the sales partners and internal team a single source for the material to use, but it also allows the marketing team to track who is making the most use of the content they produce.
Turtl for ABM
Gareth and his team have recently turned to Turtl to power their account-based content creation for sales outreach.
One recent ABM campaign targeted 75 accounts with two stakeholders at each company. Marketing used Turtl to create a master document with clear rules defining which areas were to be personalized. The prospect data was input to Turtl's system which generated 150 custom URLs in minutes. Importing this to their MAP allowed sales to send out one email to 150 prospects who each received a custom document, including a personalized video from a salesperson.
Four important outcomes
What Redstor thinks of Turtl
The team loves using Turtl across the board. The graphic designer is a huge fan of the brand consistency controls, but those without advanced skills are especially excited about their ability to easily create resources that look professionally designed.
By using Turtl the team has seen a significant increase in the efficiency with which they can edit and produce new content. They have dramatically reduced the time it takes to get content to market – from weeks to hours.
By using Turtl and moving away from PDF and print, the team has reduced costs associated with printing content and outsourcing design work. Their new ABM automation has also dramatically reduced manual labor costs as they've scaled.
Detailed engagement tracking helps the team to determine where to focus their efforts. Their application of Turtl to sales enablement and ABM helps direct sales and marketing activities for greater effectiveness.
Turtl wins hands down. And it’s not just PDF. It’s PPT too. These are old tech and Turtl is a much better way of doing things. It’s more engaging both to read and create. It saves costs and the analytics are invaluable.
Gareth Case, CMO, Redstor
Moving from PDF to Turtl increased monthly MQLs by