How we help
Case Studies
We connect you with your ideal customers
How we helped
Tableau: a $16bn success story
Background
Tableau’s data visualisation platform helps customers see and understand their data. The company’s growth has been spectacular. In just 16 years, Tableau grew to become the world's leading data visualisation provider and was acquired by Salesforce.
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To grow its EMEA revenues, Tableau needed a sales partner to help to generate highly qualified opportunities within Life Sciences, Financial Services, Manufacturing & other key sectors. Tableau needed to deliver some impressive growth to meet their global objectives prior to acquisition.
Net New Logos
Our Solution
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We worked closely with Tableau’s marketing and sales teams, providing account profiling, gap analysis, tech stack and purchase intent data to identify white space opportunities to target.
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Tableau’s efficient marketing generated top-of-the funnel interest for our experienced team of SDRs to reach out, call, qualify and secure highly qualified "sales ready" opportunities. This combined approach formed part of our wider ABM Strategy.
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In addition, our approach helped Tableau to create long standing, trusted relationships that enabled the client to secure profitable, multiyear agreements with enterprise clients.
The Results​
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As a result, Tableau's EMEA revenues accelerated fast and they consistently exceeded growth targets. They secured long term, profitable contracts with valuable clients including VW, Pfizer, Kerry Group, Astra Zeneca and Diageo and rapidly became the world's leading data visualisation company.
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Tableau was acquired by Salesforce for $15.7bn in 2019.
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We’re proud to have played a part of Tableau’s astonishing success.
How we helped
TIBCO: Profiling Key Accounts
Background
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While most may recognise TIBCO from Lewis Hamilton's Helmet. The TIBCO Platform supports mission-critical business. TIBCO delivers industrial-strength solutions that meet performance, throughput, reliability, and scalability needs while offering a wide range of technology and deployment options to deliver real-time data where it’s needed most.
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To land new logos in Key Insurance & Life Sciences accounts, TIBCO recognised that they needed specialist sales expertise to support the in-house team in Account Profiling at a deep level, both in understanding the key initiatives & influence mapping of the organisations.
Life Sciences & Insurance
Our Solution
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Working closely with the TIBCO key account team, we developed highly targeted strategy to identify, engage and convert a small number of high value enterprise clients.
Using our extensive data sources & proprietary data, account profiling highlighted existing technology in use, specific areas of interest, any key initiatives such as active RFPs or job hires. This approach enabled TIBCO to focus efforts on converting high propensity clients. The Account Profiling stood out, through primary research.
Using a combination of targeted messages to key individuals within each account was key. Working seamlessly alongside TIBCO, the team built relationships with decision makers.
The Results​
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The targeted outreach program & Account Profiling successfully delivered high value, late-stage sales opportunities for the TIBCO team to contract with.
Notable Account Profiles & Wins included Aviva, Allianz, Axa, AIG & Liberty Mutual.
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These accounts converted into significant multi-year agreements for TIBCO long term. Following this Citrix and enterprise applications vendor Tibco Software completed their merger, valued at $16.5 billion.
How we helped
Software AG: EMEA & North American expansion
Background
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Software AG is a German multinational software corporation that develops enterprise software for business process management, integration, and big data analytics. With over 10,000 enterprise customers in over 70 countries.
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Prior to acquisition there was a core business need to expand their presence in new markets & verticals, the leadership team recognised that they needed specialist expertise to grow market share quickly, acquire new logos and accelerate in key markets of EMEA and North America.
The Results​
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As a result, Software AG EMEA & NA revenues surpassed financial targets, which facilitated further expansion into the regions.
Following the end of our third campaign, IBM completed its acquisition of StreamSets and webMethods by Software AG, Bolstering its Automation, Data and AI Portfolios
New Market Expansion
Our Solution
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We worked closely with Software AG leadership team & account managers, marketing, and sales teams to define a coherent customer acquisition strategy and delivery plans to acquire net new logos.
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We collaborated to define the addressable market, identify ideal customer profiles, and target personas, deliver target account profiling, project intelligence, data analysis insight , lead generation, appointment setting and sales functions.
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We generated a significant increase in pipeline value by engaging with more than 250 key accounts & setting highly qualified sales appointments with senior decision makers in EMEA & North America.
How we helped
NICE: winning high value accounts
Background
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With 7,500 employees worldwide, NICE are known for their market leading customer experience technology. Founded in 1999, brands such as Accenture, Aviva, Deutsche Bank and UBS trust NICE to deliver an enhanced customer experience and improved compliance.
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To penetrate the financial services market, NICE recognised that they needed specialist sales expertise. Their flexible and scalable technology was proven to deliver industry leading compliance to the highest industry standards, however, NICE needed to identify and engage with hard to reach buyers in a highly competitive market.
Account Profiling
Our Solution
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Working closely with NICE’s key account team, we developed highly targeted strategy to identify, engage and convert a small number of high value enterprise clients.
Using our extensive and proprietary data, account profiling highlighted existing technology in use, specific areas of interest, any key initiatives such as active RFPs or job hires. This approach enabled NICE to focus efforts on converting high propensity clients. The Account Profiling stood out, through primary research.
Using a combination of targeted messages to key individuals within each account was key. Working seamlessly alongside NICE, the team built relationships with decision makers.
The Results​
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The targeted outreach program & Account Profiling successfully delivered high value, late-stage sales opportunities for the NICE team to contract with.
Notable account wins included Aviva, BNPP, Deutsche Bank, DZ Bank, ING, Ingenico, Rabobank, SMBC, UBS and Virgin Money.
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These accounts converted into significant multi-year agreements for NICE.
How we helped
BigHand: powering global expansion
Background
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BigHand provides market leading software solutions to the legal and healthcare sectors. Over the last 10 years, BigHand surpassed the 1,000,000 user milestone and now operates globally.
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To maintain their stella growth, the BigHand leadership team recognised that they needed specialist expertise to grow market share, acquire new logos and accelerate in key markets of EMEA, APAC and North America.
New Market Expansion
Our Solution
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We worked closely with BigHand’s account managers, marketing, and sales teams to define a coherent customer acquisition strategy and delivery plans to acquire net new logos.
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We collaborated to define the addressable market, identify ideal customer profiles, and target personas, deliver target account profiling, gap analysis, competitor advantage to align demand generation, lead generation, appointment setting and sales functions.
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We generated a significant increase in pipeline value by engaging with more than 1,000 mid-sized and large law firms, setting over 250 highly qualified sales appointments with senior decision makers in over 25 countries worldwide.
The Results​
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As a result, BigHand’s EMEA revenues surpassed financial targets, which facilitated expansion into North America and APAC.
The company continues to grow rapidly ($40m revenues and 350 employees) through direct sales and acquisitions.
How we helped
ALIAD: launch into big pharma
Background
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The-Method is a specialist tech company in Life Sciences.. When they launched a unique Patient Experience application, called a Life In A Day (ALIAD), they knew they had a great opportunity to grow revenues quickly.
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To take advantage of this powerful solution, the leadership team needed a highly experienced and proven sales team to deliver the qualified leads and sales ready opportunities within the demanding sector of large pharmaceuticals companies in UK, US, and Europe.
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We were selected as the GTM partner for this new product launch given the successful campaigns we had run before in the life sciences sector together.
Life Sciences Expertise
Our Solution
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Life Sciences, in particularly the Big Pharma sector has been a pivotal market for us, and with a team of experienced professionals who regularly engage with key decision makers in Pharma, we perfectly positioned to leverage this existing market knowledge to support the product launch.
When ALIAD was launched, the focus was supporting the new product refinement and building market share – while analysing the trends across large pharma in each treatment and therapy area.
We worked closely with The-Method’s management and operational teams to define the acquisition strategy, provide key account research, provide lead generation and appointment setting and to nurture key accounts through what could be a long, complex, and demanding sales cycle. We acted as The Method’s outsourced BDR function, speeding up time to market and reducing the risk and cost of building this capability internally.
While building the collective understanding of The-Method’s addressable market, we were able to target and engage with all the Top 50 Pharmaceutical companies across multiple geographies, jurisdictions, and treatment areas, globally.
The Results​
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We set over 150+ appointments with key decision markers in Top 50 pharmaceutical companies across multiple geographies, jurisdictions, and treatment areas.
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The Method grew from launch to a 40% market share ahead of forecast. We worked closely with The-Method to nurture all leads into secured long term, profitable contracts with some of the best-known companies in the world. This has significantly boosted the shareholder value, without the need for external funding and dilution.
