How customers actually use Norma.
Six programme shapes we see most often. Two anonymised case studies live below; named customers join the page as we get written permission to publish.
- [CUSTOMER 1]
- [CUSTOMER 2]
- [CUSTOMER 3]
- [CUSTOMER 4]
- [CUSTOMER 5]
- [CUSTOMER 6]
- [CUSTOMER 7]
- [CUSTOMER 8]
Real customer logos replace these placeholders as written publish permission lands.
Programme shapes
Most B2B merch falls into one of these six shapes. Each has its own rhythm, recipient list, and approval flow. We have a workspace template for each.
Welcome kits
New starter kits for distributed and in office teams. Shipped to the recipient address on the first day or before.
- A 50 person remote first SaaS company onboarding two starters a week across nine countries.
- A 200 person hybrid company shipping the same kit to four offices and home addresses.
- A 600 person company in healthcare with a mandatory welcome kit on day one.
Client gifts
Outbound gifting to clients, prospects, and partners. Per recipient packaging, named cards, scheduled delivery.
- A management consultancy shipping a year end gift to 180 named clients.
- A law firm sending a moving in gift to every new client signed in the quarter.
- A B2B SaaS sales team shipping a sample box to qualified accounts in a target list.
Event giveaways and trade shows
Tiered giveaway ladders: a low cost qualifier, a mid tier swap for email, a top tier hand off for a qualified lead.
- A creative agency at six European trade shows a year with three tiers per booth.
- A B2B SaaS company at AWS Reinvent with a top tier gift kept behind the booth.
- A retail brand running a pop up with 1,200 attendees and a single qualifying item.
Uniform and field kit programmes
Standing orders for client facing teams: hospitality, field sales, on site engineers, retail.
- A coffee chain reordering 800 staff aprons quarterly.
- A field sales team in financial services with a tiered uniform by region.
- A retail concept rolling out a new uniform across 24 locations.
Milestone and recognition
Anniversary kits, promotion gifts, retirement boxes, internal awards. Triggered by the People Ops calendar.
- A People Ops team running one year and three year anniversary kits for a 400 person company.
- A founder writing personally signed cards for every promotion.
- A leadership team gifting a curated box on a leaver milestone.
Event drops and limited runs
Single use, time bound drops tied to a launch, a conference, or an anniversary. Often co branded with another company.
- A product launch kit for the press list, 80 recipients, one day production.
- A co branded drop with a partner at an industry conference.
- A team off site kit shipped to the venue ahead of arrival.
Case studies
2 live · 2 sectors
- B2B SaaS
How a London SaaS team replaced four merch suppliers with one welcome-kit programme
New-hire kits sent to 47 recipients in 11 countries on one approval, one invoice. Three weeks of post-office work replaced with one platform.
Read the case study →- Recipients per quarter
- 47
- Countries shipped to
- 11
- Approval cycles
- 1 (was 4)
- Per kit cost
- £82
- Brand and design
A Berlin agency rebuilt its trade-show giveaway tier ladder around real conversion
Replaced a flat £8 per attendee event-gift line with a three-tier ladder driven by lead qualification. Booth converted at three times the prior rate.
Read the case study →- Events per year
- 6
- Drive-by spend
- £0.80 each
- Mid-tier swap-for-email
- £11 each
- Top-tier qualified-lead gift
- £42 each
More case studies join this page as we get written permission to publish. If you would like to be featured, write to hello@normamade.com.
Want a programme like one of these?
Twenty five minutes on a call. We show you the platform, you tell us the programme, we tell you whether Norma is the right supplier.