Key Takeaways
- RTIC Outdoors achieved 11% B2B growth using Anteriad Growth Accelerator’s data-driven marketing.
- Incrementality testing and channel orchestration drove measurable revenue impact.
Expanding sales to a B2B customer requires a different marketing approach than selling to consumers. When RTIC Outdoors wanted to focus on expanding their nascent B2B custom shop, they sought outside marketing support.
RTIC Outdoors, a leading outdoor lifestyle brand known for high-performance coolers, insulated drinkware, and gear built to last, operates a B2B custom shop that provides branded gear for businesses, institutions, and enterprise organizations—bringing its “overbuilt, not overpriced” philosophy to corporate and promotional use.
The company’s B2B custom shop had a compelling product portfolio, and with direct-to-consumer sales plateauing, they wanted to turn their focus on growing B2B. However, they needed help identifying prospects and creating sufficient reach and differentiation. Additionally, marketing success was measured in clicks and impressions, not revenue.
Why Partnership with Anteriad
To help with this growth effort, RTIC searched for a solution that could expand reach, communicate differentiation, and prove real business impact before increasing investment. It led company leaders to partner with Anteriad to launch Anteriad Growth Accelerator, an acquisition strategy using precision audience data, coordinated multi-channel messaging, and incrementality measurement that tied marketing directly to revenue.
Anteriad empowers B2B marketers to get in front of their next customer faster through full-funnel marketing programs powered by responsible AI and deep human expertise. Their global data and Anteriad Marketing Cloud drive advanced analytics engagements, managed service multichannel brand and demand campaigns, programmatic audiences, and BDR-as-a-service programs.
How the Accelerator Works
Anteriad Growth Accelerator is an integrated email and programmatic acquisition solution purpose-built for B2B marketers, including consumer and DTC brands expanding into business channels. The Anteriad Growth Accelerator strategy has four characteristics:
- Channel orchestration. Pairing targeted, orchestrated outreach to surround buyers across channels.
- Incrementality testing. Channel by channel and combined campaigns tested side-by-side to isolate performance drivers.
- Advanced match-back measurement. Employee-level and site-level match-back analysis tied sales and quotes directly to marketing exposure.
- Holdout methodology. Control groups were maintained to measure true lift versus baseline performance.
“RTIC was able to quickly launch and scale their promising B2B business with Anteriad Growth Accelerator, a dynamic digital marketing campaign, to drive measurable growth. We provided the data, strategy and execution to set in place a profitable new revenue opportunity for the company”, said Scott Tinkoff, Executive Vice President of Audience Identification & Activation at Anteriad.
“With a combination of intelligent channel orchestration, testing and measurement, our Growth Accelerator delivers powerful results quickly. RTIC’s journey from a DTC-first brand to a scaled B2B operation is a path we’re seeing more consumer companies pursue, and one where Growth Accelerator is purpose-built to accelerate.”
Pilot Program Results
The engagement launched as a three-month pilot, enabling RTIC to quickly understand what worked and why. Just two months into the three-month pilot, Anteriad Growth Accelerator delivered clear, measurable outcomes with $242,000 in new orders, $611,000 in quotes generated and $532,000 in additional site-level sales identified beyond employee-level matches.
The combined channel campaigns outperformed single-channel efforts, validating the orchestration strategy early. As RTIC continued the program over six months, performance scaled:
- $2.7 million in incremental revenue delivered
- 11% growth in the B2B business
- 7x incremental ROAS, consistently driven during active months
- $8.5 million in new B2B quotes generated and progressing through the pipeline
RTIC moved from slight decline to sustained B2B growth powered by accountable marketing.
“We’re producing strong returns on spend, but more importantly, it’s efficient growth. That’s what allows us to reinvest and keep compounding,” said Brent Wiltz General Manager, Custom Shop, RTIC Outdoors.
