Scaling exploratory sales conversations with IT and Marketing leaders
Delivering pipeline and revenue, content and events in the US, UK & Europe.
The Client
The client is a global content delivery network (CDN), cybersecurity, and cloud service company, providing web and Internet security services. As one of the world's largest distributed computing platforms our client is responsible for serving between 15% and 30% of all web traffic and their mission is to make digital experiences fast, intelligent and secure.
Network Sunday had previously worked with the client's Vice President and Managing Director for EMEA on a number of successful ABM lead generation programmes. When his company was acquired by our client we were introduced to the new budget holders.
The Challenge
The global sales team were looking for new ways to engage their existing and new target accounts, specifically to establish a dialogue with IT and Marketing leaders. Both functional leaders could benefit from our clients' market-leading software but marketing to these two groups of buyers required different messaging and themes. As always, getting in front of decision-makers and influencers at these target accounts presents a challenge for our client and they were keen to explore effective solutions.
The Solution
Many global organisations are modernising their technology infrastructure, whether it be customer identity (CIAM), web applications, or customer data, so there is an appetite in the market for learning from peers and technology leaders.
We had previously run two successful thought leadership programmes for the company that has since been acquired by our client had recently acquired so there was a good understanding of our process and best practices - a big help to get off to a good start.
We decided on a theme relating to customer experience innovation with two questionnaires, one for technology leaders and one for marketing leaders with a one eBook for each category.
The Result
Since initiating the engagement, Network Sunday has established thousands of valuable connections with decision-makers and influencers across the client's target accounts. Over the course of 3 programmes, we have delivered over 150 interviews, 40 meetings and dozens of SQL's, 3 eBooks, LinkedIn articles and a panel discussion video series. We are also in discussion to support other sales teams working for this successful 3 Billion dollar technology giant.
eBooks
Collaboration
Thought Leadership theme development, interview design, market engagement plan
Interviews
Thought-provoking and stimulating C-level interviews and follow on discussions
Content
eBooks, articles, videos, podcasts with market opinions and valuable insights
Roundtable Events
Talk through industry challenges, share ideas, establish new relationships
Meetings, Referrals, Proposals = £ Revenue
Network Sunday partners with technology and professional services businesses to plan and deliver annual thought leadership programmes. The process involves engaging conversations with hundreds of senior business and technology leaders from your market on current topics of interest. Many of these lead to exploratory sales conversations and referrals for sales to convert into revenue.
Through our content brand TechPros.io we produce and publish eBooks, articles, videos and podcasts which feature and accredit participants, just like we have done here. We also moderate C-level roundtable events where participants meet in person to talk through industry challenges and share ideas.
Sales Success Demands Relentless INNOVATION
Office Address
Network Sunday Mocatta House, Trafalgar Place, Brighton BN1 4DU United Kingdom Tel: +44 (0)1273 256 495