Turning Gifting Into a Revenue Engine

Gravity Global integrates Sendoso into ABM and B2B demand generation campaigns—building the strategy, creative, and multi-channel programs that turn personalized gifting into a measurable revenue driver.

How the partnership works: Gravity owns the strategic and executional layer for customers, while Sendoso provides the platform and expertise to support effective gifting and direct mail programs.

  • This page is an internal resource for Gravity Global and Sendoso teams. It's designed to help your CSMs, AEs, and partner managers understand how Gravity adds value for your customers — and when to bring us into the conversation.

How Gravity Activates Gifting Programs

Strategy. Creative. Execution. Attribution. One team, fully embedded in your customer's program.

  • Customers Get: Full-program ownership and pipeline they can prove.
  • CSMs Get: A strategic partner who builds Sendoso into customers core strategy, executes what customers can't staff, and delivers the ROI proof that protects renewals.
  • What We Do: Select gift and mailer concepts. Sequence touches before and after the send. Build the emails and ads that surround it. Set up triggers in Sendoso. Report on what moved pipeline.
  • Call Us When: “No one owns this.” “We can't prove it's working.” “We don't have the team.”
Gravity&Sendoso logo

Get In Touch

Gravity Global?

Gravity Global is a strategic consultancy and full-service agency, helping organizations grow by aligning strategy, story, and experience. We guide audiences through the full customer lifecycle—from awareness to advocacy. We work with leadership teams to set a clear direction and ensure it’s consistently communicated across the business and the market. Every engagement is driven by strategy and story, turning intent into measurable outcomes.

We already work across the platforms your customers use, including Sendoso, 6sense, Demandbase, HubSpot, and Salesforce, so we understand how gifting fits within the broader ABM and demand generation tech stack.

We use Sendoso to create high-impact physical touchpoints within broader ABM and demand gen campaigns—combining direct mail, gifting, and swag with digital advertising, content, and sales outreach to drive pipeline for your customers.

Personal-finance-Nerdwallet

What Gravity Brings to the Partnership

Build the Strategy and Prove the ROI

Sendoso automates the send. Gravity builds the audience strategy, campaign logic, and attribution framework around it—so your customers know exactly who to target, when to send, and what revenue it drove.

  • ICP development and segmentation to identify highest-value send targets

  • Send strategy tied to buying signals, deal stages, and account priority

  • Multi-touch attribution connecting gifting to pipeline across all channels

Your customers get a clear gifting strategy and the proof that it works.

Integrate Gifting Into ABM and Demand Gen Campaigns

Sendoso is a powerful touchpoint. Gravity designs and executes the multi-channel campaigns around it—coordinating gifting with digital advertising, email, content, and sales outreach so it lands as part of a bigger play.

  • ABM campaigns with personalized gifting as a strategic touchpoint

  • Demand gen programs combining direct mail, digital, and sales plays

  • Persona- and stage-based messaging that wraps around the physical send

Gifting gets more powerful when it lands inside a coordinated campaign.

Execute When Your Customers Need Bandwidth

Not every customer has the internal team to build playbooks, design campaigns, and run programs at scale. Gravity provides the execution—turning your best-practice recommendations into live, measurable programs.

  • Gifting playbooks built for reps by deal stage, persona, and account tier
  • Campaign execution across paid media, email, direct mail, and sales outreach
  • Ongoing program management and optimization based on performance data
Your recommendations get implemented. Your customers see the results.

When to Bring Gravity In

If you hear any of these from a customer, it’s a good time to make the introduction.

 

Your Customer Says…

Gravity Helps Them…

“We’re sending gifts but can’t prove it’s working.”

Build attribution that connects gifting to pipeline.

• Design a multi-touch attribution framework across gifting, email, paid, and sales

• Create reporting that shows gift-influenced pipeline and revenue by campaign

• Give leadership the proof they need to keep investing

“We don’t know what to send, when, or to whom.”

Design a gifting strategy tied to ICP and buying stage.

• Run an ICP audit to identify the highest-value send targets

• Map send timing to deal stages, intent signals, and account priority

• Recommend gift types and messaging by persona and use case

“Our reps send gifts on their own with no real playbook.”

Build gifting playbooks reps can actually follow.

• Create send playbooks by deal stage, persona, and account tier

• Define triggers, messaging, and gift recommendations for each play

• Align sales and marketing so gifting reinforces the broader campaign

“We want gifting to be part of our ABM program, not a standalone motion.”

Design campaigns with Sendoso as a coordinated touchpoint.

• Build multi-channel ABM programs that integrate gifting with paid, email, and outreach

• Create stage-based send strategies for acquisition, expansion, and retention

• Ensure every gift lands inside a bigger play, not as an isolated send

“We want to do more with gifting but don’t have the bandwidth.”

Manage strategy and execution end to end.

• Build the campaigns, playbooks, and creative your customer doesn’t have time for

• Run programs from planning through launch and optimization

• Turn your best-practice recommendations into live, measurable programs

“We’ve connected Sendoso to our CRM but aren’t getting the value we expected.”

Design the workflows that make the integration drive results.

• Audit existing Sendoso-CRM workflows and identify gaps

• Build triggers and automations that put the right send in front of the right account

• Connect platform data to campaign strategy so the integration actually performs

“We’re not sure we’re targeting the right people.”

Run ICP and segmentation audits to sharpen targeting.

• Analyze current send data to identify waste and missed opportunities

• Rebuild audience segments by firmographic, intent, and engagement signals

• Focus send budgets on the accounts most likely to convert

“We’re ready to scale Sendoso across more teams.”

Build programs that expand adoption across the organization.

• Design rollout plans for marketing, sales, and customer success

• Create team-specific playbooks and training for new users

• Build the campaign infrastructure to support higher volume and more use cases

 

How the Partnership
Drives Results

Gifting is most effective when it’s part of a larger, coordinated GTM strategy, not a standalone tactic. Gravity builds a full program around Sendoso, adding in touchpoints like digital advertising, email campaigns, content, sales outreach and events to strengthen the impact of every send. Campaigns, content, sales outreach, and

Renewals

When customers can prove to leadership that gifting drives pipeline—not just activity—the renewal conversation gets easier. Gravity builds the attribution and strategy that creates that proof.

Execution Bandwidth

Your team gives great recommendations. Gravity makes sure they get implemented; building playbooks, running campaigns, and managing programs, so your customers see results, not just slides.

Expanded Platform Adoption

Sendoso often starts with one team. Gravity helps customers build the ABM and demand gen programs that expand it across marketing, sales, and CS—driving deeper adoption and bigger contracts.

Megan Klingaman

Get Started

Whether your customer needs a gifting strategy, an ABM campaign with Sendoso built in, or help proving ROI to leadership—here's how to get the conversation started:

  1. Send a warm intro. Email Megan with the customer name, a brief description of the opportunity, and any context on what they're trying to solve. A CC to the customer is great but not required—Megan can reach out directly.
  2. We'll set up a discovery call. Gravity will connect with the customer within a few business days to understand their goals, current Sendoso usage, and where we can add value.
  3. We'll come back with a recommendation. Based on the conversation, Gravity will outline a clear scope—whether that's a strategy engagement, a campaign build, or ongoing execution support.

Megan Klingaman, Head of GTM + Partnerships | Gravity Global
Megan.Klingaman@gravityglobal.com

What a Customer Engagement Looks Like

When you introduce a customer to Gravity, the engagement typically grows in phases. This is a reference for what that progression looks like—from the first conversation through a fully scaled program. Share this with customers who want to understand how the partnership develops over time.

GTM Maturity Model: Groundwork → Transform → Maximize

GROUNDWORK

First engagement

TRANSFORM

Scaling what works

MAXIMIZE

Full program optimization

Marketing

  • ICP audit to identify highest-value send targets
  • Gifting strategy aligned to campaign goals
  • Baseline ROI framework
  • ABM campaigns with gifting as a coordinated touchpoint
  • Stage-based send strategies for acquisition, expansion, retention
  • Multi-channel campaigns: paid + email + gifting
  • Personalized experiences by buying stage and persona
  • Full-funnel orchestration with gifting embedded throughout
  • Continuous optimization driven by performance data

Sales

  • Account prioritization aligned to send capacity
  • Send triggers tied to deal stage
  • Clear handoffs between marketing and sales sends
  • Gifting playbooks for reps by stage and persona
  • Buying group expansion through targeted sends
  • Coordinated outreach: email + gift + call
  • Strategy refined by win/loss and deal velocity data
  • Send budgets aligned to pipeline demand
  • Forecasting informed by gifting engagement

Strategy & Attribution

  • Workflow design around existing Sendoso integrations
  • Attribution framework connecting sends to pipeline
  • Cross-channel tracking baseline
  • Performance reporting by stage and persona
  • Pipeline attribution dashboards
  • Campaign-level ROI analysis
  • Budget optimization based on engagement data
  • Advanced send analytics tied to pipeline impact
  • Ongoing program refinement with gifting as a core channel