Interplay Case Study

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case study

Outmark helps Seattle Managed Services Provider move from organic to programmed growth

Interplay

After working with Outmark to position, rename, and rebrand its company, Interplay—a Seattle-based IT Managed Services company—has moved from a desert of leads to a steady flow of new business opportunities.

Interplay (formerly BDPNetworks) came to Outmark in need of a marketing jumpstart. Their brand was fighting for attention in a crowded category, marketing was virtually non-existent, and lead generation had all but dried up.

“We’re in a highly competitive space and we’ve tried several different approaches to marketing over the years. Getting a marketing program that was consistently delivering strong messaging and determined our uniqueness so that we could rise above the fray was extremely important,” states Brian Place, Founder and Principal, Interplay. “So we turned to Outmark for help.”

The Outmark team rolled up their sleeves to establish positioning (“hands-on IT”), put together a comprehensive marketing strategy, and implement buyer-insight driven tactics. One of the tactics, paid search, quickly began driving new business inquiries for Interplay—one of which was the largest opportunity Interplay had ever seen.

“The opportunity came to us through a tactic Outmark implemented, and they picked us because of the positioning Outmark recommended,” states Place. “They were fed up with an offshore MSP, and wanted a company who was more ‘hands-on’—the very tagline we adopted at Outmark’s recommendation. Outmark even went above and beyond to help coach us through the sales cycle and close the deal.”

The deal brought in significant monthly recurring revenue for Interplay and helped them exceed their yearly revenue goals. And that was just the beginning: “Outmark took the time to dig in and understand who we were and why our clients continued to trust us in a way we couldn’t see ourselves. They were very clear that the process would take a lot of time and effort but after two years of a massive branding and marketing overhaul we’re actively turning away new business,” states Place. “We’ve grown our revenue significantly since we started working with them and have brought very large ‘whale’ clients on board during that time. In the process of working with Outmark we’ve been able to shift from organic growth to programmed growth—growth on our own terms, based on our own goals.”

We’ve grown our revenue significantly since we started working with them and have brought very large ‘whale’ clients on board during that time. In the process of working with Outmark we’ve been able to shift from organic growth to programmed growth – growth on our own terms, based on our own goals.

Brian Place, Founder and Principal, Interplay
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