From Corks to Conversions: How Brex Turned $19K into 169 High-Value Customers

In the competitive world of financial services marketing, it takes more than just another email campaign to stand out. When Brex launched their corporate card for startups in 2018, they proved that strategic gifting could transform prospects into high-value customers—securing a remarkable 75% demo conversion rate.

The Campaign That Popped

• $19K total investment

• 300 champagne bottles sent

• 225 demos scheduled

• 169 new customers acquired

When is the perfect time to send a gift to a prospect?

Brex shows that timing is everything. They pinpointed a perfect moment to reach out: newly funded startups in the Bay Area. By celebrating their funding rounds with champagne, they tapped into a positive emotional state and positioned themselves as an ally from day one.

“Congrats on your recent fundraise! We know how hard it is to build a startup, and we’re rooting for you.” — Personal note from Brex’s CEO

How did Brex’s approach work so well?

Each champagne delivery came with a handwritten note, turning an ordinary gift into a genuine relationship-builder. Brex then followed up quickly:

1. Confirm delivery

2. Send a timely email from the CEO

3. Invite the recipient to schedule a demo

Striking while the cork was still popping helped Brex achieve an impressive 75% demo rate.

How to Replicate Brex’s Success

You can apply the same principles to your sales funnel. The key is to make every gift count.

1. Identify Your Trigger Events: Look for key moments like funding rounds, product launches, or expansions.

2. Choose Strategic Gifts: Pick items that align with your brand and will be memorable.

3. Nail Your Timing: Set up alerts for key milestones so you can act quickly.

4. Personalize & Follow Up: Always include a handwritten note and follow up with immediate, personalized outreach.

5. Track & Measure: Monitor demos, conversion rates, and overall ROI to understand what works.

RevSend: Your Partner for ROI-Focused Gifting

Want to replicate a champagne moment of your own? RevSend automates gift delivery, follow-ups, and ROI tracking for every stage of your sales funnel. From CRM integration with platforms like Salesforce and HubSpot to detailed campaign analytics, we streamline the entire gifting experience so you can focus on building real relationships.

Ready to make every gift count? Learn more about integrating strategic gifting with RevSend. 

FAQs

What is a "trigger event" in sales?

A trigger event is a key moment in a company's journey, such as a new funding round, a product launch, or a major expansion. These moments provide a perfect opportunity for strategic, personalized outreach.

How does gifting help with demo conversion?

Thoughtful gifting acts as a pattern interrupt, creating a positive emotional connection with a prospect. By tying the gift to a significant event, you show that you're paying attention and build rapport, making prospects more likely to accept a demo.

How can I track the ROI of my gifting campaigns?

To track ROI, you should monitor key metrics associated with your gifting campaign, such as the number of demos scheduled, conversion rates, and the total value of new customers acquired.

Is it a good idea to send an expensive gift to a prospect?

The value of a gift is less important than its thoughtfulness and relevance. A well-timed, personalized gift—like Brex's campaign—can be more effective than a generic, expensive one because it demonstrates genuine interest.