The Company
Financial aid distribution, made traceable.
ESTHER is a provider of technology and financial services that enable the quick, safe, and traceable distribution of financial aid from organizations to vetted recipients.
The Challenge
A credibility gap in a heavily regulated market.
In June 2021, ESTHER — a FinTech platform facilitating the distribution of funds to those in crisis via a pre-paid card solution — approached FullFunnel with the goal of expanding from the UK into the US. ESTHER works to financially empower the most vulnerable in society through a network of nonprofit partners, but the lack of existing credibility and penetration in the US made this a challenge, particularly within an industry steeped in regulation and red tape.
The Approach
An outsourced demand generation, sales, and pipeline function.
FullFunnel provided a dedicated team spanning demand generation, sales consulting, and pipeline management, owning the revenue generation function end to end.
Workstream 1
Demand generation & pipeline management
Owned the revenue generation function from demand generation through close.
Identified issues within the sales cycle and ran structured tests
Optimized messaging, targeting methodology, and channel selection for inbound leads
Workstream 2
Market expansion strategy
Supported ESTHER's go-to-market expansion strategy as priorities evolved.
Assisted with demand generation strategy set-up
Quickly pivoted strategy to match shifting program priorities
Workstream 3
Conference & channel partner strategy
Built credibility and opened new channel relationships in a relationship-driven industry.
Built and executed a conference strategy and attendance plan
Supported the channel partner contract that became ESTHER's largest ARR driver