Building a demand generation capability for a leading IT resourcing and delivery partner to the UK government
Building momentum in the private sector. Delivering pipeline and revenue, content and events.
The Client
Our longest standing client of 6 years, Triad is a fully integrated IT services and resourcing business with an annual turnover of c.£20 million. They have been building bespoke software solutions since 1988, working across the public and private sector for key government departments and banks.
Specialising in agile working methods, Triad delivers results via internal teams and an extensive network of associates. Their aim is to make their clients' businesses more efficient and competitive through the use of technology.
The Challenge
Very well known in the public sector, with a number of established corporate clients, when the relationship started in 2014 Triad was looking to extend their reach into the private sector.
New skill sets, marketing ideas and demand generation methods were required to complement Triad's incumbent bid management team who are experts in gaining access to public sector procurement bodies and managing Request for Proposals (RFPs).
The Solution
The initial plan was to focus on running tactical lead generation campaigns, promoting some key technology offerings (e.g. Microsoft 365 & Sharepoint integrations). Network Sunday’s initial solution which we ran for 3 years, involved one to one personalised sales outreach through LinkedIn and email. These leads were followed up with sales opportunity qualification, reports and meetings. Some early deals produced solid revenue and built up confidence in the Network Sunday team.
In 2017 Network Sunday and Triad worked together on a new marketing vision which would see the development of a new website, case studies, LinkedIn articles, eBooks and videos, all assisting with further raising Triad's profile in the private sector and establishing new relationships with technology buyers.
As part of the eBook development process, in association with Network Sunday's content brand TechPros.io, we interviewed hundreds of UK professionals working with Microsoft and legacy technologies as well as DevOps, testing and infrastructure across the UK SME and corporate sectors. Conversations followed and new relationships were established, whilst at the same time, engaging content was developed to assist the new Triad's new website and raise awareness and engagement through LinkedIn.
As part of the Thought Leadership programme, panel discussions and roundtable events were organised and moderated by Network Sunday.
“Network Sunday has been integral to developing Triad's market presence. Their relentless innovation and service enhancements have been invaluable."
Adrian Leer, Managing Director
The Result
As a result of the Network Sunday engagement, Triad now has a range of skilled resources at hand to assist with both strategic and tactical lead generation campaigns, content creation, content marketing, brand development and roundtable events.
Since initiating the engagement, Network Sunday has established thousands of valuable connections with decision-makers and influencers across the IT and Transformation functions within the UK SME and corporate sectors leading to hundreds of qualified sales meetings and £XMillion in revenue. 5 eBooks have been produced alongside articles, videos, panel discussions and events all helping Triad's business development efforts in the private sector along the leadership team to focus their efforts on delivering great technology and services.
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