Building a Pipeline Over Breakfast

This case study is also available to download as a PDF.
 
Client: A leading provider of customer service and support ticket software.
 
Sift title: MyCustomer - an essential resource for marketing, customer experience, customer service and sales professionals covering the entire customer journey.
 
Executive Summary
We partnered with a fast growth SaaS business in Customer Services technology space to help them connect with new decision makers, in the right size and type of business, who can benefit from their solutions. We were able to deliver this through our Executive Breakfast Event, aligning content and speakers to create a compelling “not to be missed” session.
 
- Two successful events delivered with 20 delegates taking part on each morning. 
- Connections made & pipeline generated for client with key target accounts.
- Client re-booked further activity with us.
 
Client Challenges
Our client has undertaken significant investment in the UK and with this brings an appetite to be connected with key decision-makers in the right size and type of business who can benefit from their solutions. 
 
They often found though that their target demographic of line of business customer service and marketing decision makers were too time poor and too ‘busy’ to download whitepapers and engage with them through traditional content.
 
“As a marketer it can be a challenge to create opportunities to connect with net-new senior decision makers. Working with Sift has allowed me to begin to create these opportunities - building new relationships and connections with targeted individuals."
 
How We Helped
We find the most appropriate ‘tool in the box’ for connecting a vendor with the most senior enterprise decision makers is via the medium of an Executive briefing. This platform enables clients to build high quality business relationships with their target accounts. 
 
The two executive breakfast events, held in London, also included a wider online and events marketing strategy. With our client representatives in attendance we were able to connect them directly with attendees looking for solutions which they offer.
 
 
Results, ROI and the Future
The client was able to connect with a total of 40 new senior business decision makers from 29 target businesses and add them to their commercial pipeline. Businesses in attendance included Harrods, Vodafone, PizzaExpress, BUPA, Nabarro LLP, Direct Line, Holland and Barrett, Photobox and Three. Discussions went on in earnest after the official sessions, business cards were swapped and follow up meetings arranged.  
 
With positive feedback so far we are looking to continue working together with the client in 2017.
 
“I’ve thoroughly enjoyed working with the whole Sift team. They are a great bunch and take the time to align to their clients, understand their needs and put together programmes that meet the marketing objectives set."
 
How can we help you?
We'd love to work with you next! Whether you're looking to drive brand awareness, generate qualified leads or promote a product or service, we can help. We can support you in getting your brand at the forefront of our community's hearts and minds. 
 
Call us on 0117 915 9600 or drop us a line at info@sift.com.
 

 

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