$5Mrevenue generated from the campaign
164opportunities added
2 yearscampaign length
3–4major trade shows supported each year
The client
KOVA developed KEANS, the KOVA Emergency Alert Notification System. It provides reliable, simultaneous communication between multiple locations, agencies, business partners and public address systems such as loudspeakers, bullhorns and audio distribution repeaters. In an emergency, this public safety software saves precious time and resources — and lives.
The challenge
Airports are complex buyers with many stakeholders, and KOVA needed to find the people at each airport with both the need and the authority to move a purchase forward.
What KSG did
- Targeted large international airports in the U.S., as well as regional airports.
- Used a multichannel approach — email, phone calls and event-based prospecting — to identify the right decision-makers.
- Engaged airport directors, operations personnel and aircraft rescue and firefighting (ARFF) units.
- Designed and executed pre-event campaigns to increase booth traffic at national trade shows: three to four major events a year, with supporting email activity.
Results
- 164 opportunities added during a two-year campaign.
- $5 million in revenue generated from the campaign.
Program results supplied by Kensington Sales Group.