GLOBAL B2B TECHNOLOGY LEADER

SITUATION
My client was losing market share to smaller, nimbler competitors, while contending with increasing pressure from shareholders to do more with less. Their approach to marketing and sales was both fractured and stale, and their client experience was suffering as a result.

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SOLUTION
I designed a demand gen blueprint across people, process, technology and experience, and helped the client optimize digital touchpoints critical to the the buyer journey - from top of the funnel awareness activities to key conversion moments. I then led them through a global roll-out, ensuring alignment of global campaign and regional ABM activities.

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RESULTS
After year one, there was a 30% MQL increase in generated via digital and social selling as well as a dramatic uptick in lead quality. There was also a 95% adoption rate of the Demand Center model globally.