CLIENT:
Identity verification and fraud prevention leader sought to engage with high-value prospects and reinforce thought leadership position
The Opportunity
The identity verification and fraud prevention landscape evolves quickly, with fraudsters continually upping their game and organizations trying to find the right balance between security and satisfactory customer experience. Due to the pandemic, IDology wanted to create a virtual, intimate forum in which organizations could share ideas and discuss ways to achieve the delicate balance between fraud prevention and customer friction while also reinforcing its position among high-value prospects as a leader in real-time fraud prevention solutions.
Virtual Room with a West Coast View
Carabiner spearheaded a virtual event designed to open dialog between IDology, its top sales prospects, and leading industry organizations about ways to establish an optimal balance between fraud prevention and customer friction when onboarding. Panel participants included security leaders from Facebook, Intuit, and Lyft, with IDology serving as moderator.
With the goal of creating an intimate environment, IDology’s sales reps on the West Coast were asked to put together a small list of high-value prospects to be invited to the exclusive virtual event. The event provided educational value for participants through objective, interactive discussion using Zoom videoconference and real-time chat capabilities.
To help ensure participation, save-the-date invitations were initially sent out, with a second reminder to RSVP following that featured a special video message from one of the lead actors of the television show “Silicon Valley” – appropriate since attendees were located in the same geographic area where the show is set. To further elevate the experience, a boutique wine selection and gourmet popcorn pairing were pre-shipped to registered attendees to enjoy during the virtual discussion.
Results
While the virtual event was intentionally designed not to be an overt sales tool, it was highly instrumental in relationship building and the reinforcement of IDology’s thought leadership position, attributes which it believes will be beneficial as it continues to move high-value prospects through the sales funnel. Indicative of this first event’s success, IDology is planning a series of similar virtual events that will take place in other geographic regions of the country.
