How LASSO went from FedEx runs to an 80% gift claim rate

LASSO is an all-in-one platform for live events, helping event professionals manage everything from inventory to invoices. As the team scaled its go-to-market motion, Rachael Evelti, Growth Marketing Manager, knew gifting had potential. But the process behind it was holding them back.

We sat down with Rachael to find out how LASSO transformed gifting from a one-off workaround into a coordinated, multi-team program that drives demo attendance, customer engagement, and employee happiness.

The challenge: Slow gift delivery, faded logos, and a two-person bottleneck

Before Reachdesk, LASSO used Snappy for the occasional customer gift or podcast guest thank-you. But gifting was never part of a broader engagement strategy and speed to market was critical for future success:

• Six-week domestic delivery: Made it impossible to tie gifting to timely outreach.
• Quality failures from previous gifting platform: A branded sweatshirt sent to an employee arrived with a faded logo. The team couldn't send gifts like that to clients.
• Adoption bottleneck: Only two people knew the platform. Everyone else had to route every gift through them.
• Junk folder deliverability: Gift emails regularly went undelivered, leaving recipients unable to redeem.
• Unpredictable pricing: With Snappy's steep merchandise markups, planning a reliable annual budget was nearly impossible.‍
• No team-level budget controls: There was no way to assign spend by team, which capped how far gifting could scale.

The solution: A reliable gifting platform that proved its own value before the contract was signed

LASSO needed something faster, easier, and HubSpot-connected, with a built-in storefront for employee swag. Reachdesk checked every box. But what closed the deal was a single moment during the sales process: the account executive sent all three people on the demo call a gift, and it arrived in one to two days.

"No other software did that for us. It showed intention. And it was so fast. That's exactly what we were looking for."
- Rachael Evelti, Growth Marketing Manager, LASSO

The internal case was easy to make. Gifting was built into the budget, use cases were mapped out, and the team got a yes.

Getting started with Reachdesk: From one campaign to a company-wide gifting playbook

LASSO launched with a low-stakes test: a gift card incentive for survey responses on their State of the Events Industry report. The survey closed within days. That early win gave the team confidence to expand gifting across the business to achieve a number of their goals:

• Demand generation: E-gifts sent to warm prospects ahead of booked demos, paired with SDR phone follow-ups for a coordinated outreach sequence.
• Re-engagement: Branded cupcakes to revive stalled deals or no-shows, with messaging like "Hope this sweetens your day."
• Creative outbound: Personalized pinatas sent to sports team targets as part of a themed SDR campaign.
• Customer marketing: Thank-you gifts and referral recognition managed independently by the customer marketing team.
• Employee milestones: New parent gifts and new hire welcome packages, including branded LASSO onesies.

Results: Consistent engagement built on thoughtful gifting and intentional outreach

LASSO's claim rates reflect a deliberate approach. Rather than sending cold, they focus on prospects who already know LASSO, whether through a prior SDR conversation or a past demo. That targeting shows in the numbers:

• 77% gift claim rate in year one (December 2024 to November 2025).
• 80%+ gift claim rate maintained through the first five months of year two  (December 2025 to April 2026).
• Higher demo sit rates from the pre-demo e-gift workflow, with prospects more likely to proactively reschedule rather than ghost.
• Faster, more confident customer gifting, with the customer marketing team sending independently rather than through a bottleneck.‍
• Strong employee satisfaction with their swag Store Portal, especially among new hires who could choose their own welcome gift.

Campaign spotlight #1: Replacing swag chaos with a self-serve store for employee and event gifting

Before the introduction of LASSO’s Store Portal, the team didn’t have an on-demand swag store to manage requests and fulfillment, so swag quickly became a logistical headache. Branded items lived in boxes in people's homes, sending one item to a new hire meant a trip to FedEx, and there was no easy way to align on what to order.

The Reachdesk-powered Store Portal replaced all of that with a self-serve, on-demand model:

• New hires receive a gift card or promo code to the LASSO storefront as part of onboarding, giving every new employee a branded welcome gift on their own terms.
• Employees browse and purchase in their own style and size, with no inventory management or fulfillment needed from the marketing team.
• Store Portal gift cards, became the most popular reward option for internal competitions and company offsites.

"Not everyone's going to love everything. People have different tastes. Being able to give employees the option to pick their own gift, and have it arrive in a timely manner, that's the best thing."
- Rachael Evelti, Growth Marketing Manager, LASSO

What started as an employee-first swag store proved so effective internally that it evolved into a strategic event engagement tool, giving the marketing team a new way to drive trade show interactions:

• Storefront gift cards are used to incentivize prospects to visit the LASSO booth, offering something personal and redeemable rather than a generic giveaway they'll forget by the end of the day.‍
• Prospects who book a demo on the spot receive a Store Portal gift card as a follow-through, turning a trade show conversation into a pipeline moment with a tangible reward attached and an excuse to follow-up post-event, when their swag arrives.

Campaign spotlight #2: Using a pre-demo coffee to protect pipeline

Even after booking a demo, prospects can still go quiet. No-shows and ghosting waste SDR time and slow pipeline momentum, so LASSO wanted a simple way to keep prospects engaged between booking and the meeting itself.

Their solution is simple: a pre-demo coffee gift delivered through Reachdesk. When a prospect books a demo, they receive a follow-up email with an e-gift link directing them to a fully branded Reachdesk landing page. The page includes a preview of gift card options, a short form to claim the gift, and messaging that sets the tone for what's ahead: "Brewing up a great conversation. Grab a cup of your favorite blend on us before we meet."

The form submission also gives LASSO verified contact data as a byproduct of the redemption flow.

The workflow is simple, but effective. Even prospects who don't claim the gift respond to the email, and those who need to reschedule are more likely to proactively reach out rather than ghosting. Combined with SDR follow-up calls, it creates a coordinated, high-touch experience that keeps pipeline moving.

The same landing page approach is also used to revive stale conversations. For prospects who have gone quiet, LASSO flips the tone entirely, leaning into humor with a cricket-themed page and messaging that opens with: "It's been awfully quiet over there... so quiet, in fact, that I figured I'd embrace the sound of silence with some actual crickets." Recipients can claim a bag of cricket snacks (yes, really) and book a meeting directly from the page, turning a dead-end into an engaging, surprising, and fun re-entry point.

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Looking ahead: Making gifting a central part of every go-to-market campaign

Gifting is now a standing agenda item in every LASSO campaign brief. Coming up, the team is integrating Reachdesk into their trade show strategy with a Western-themed campaign: branded cowboy shot glasses to drive booth traffic, and a whiskey gift for anyone who books a demo.

For teams evaluating gifting platforms, Rachael's advice is to take the demo and pay attention to the experience itself.

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