CASE STUDY noventiq (softline)
Noventiq (SOFTLINE) company
Enterprise & SMB clients
Account Managers
Solution Sales
Technical Professionals
Category
Accounting Based Marketing
Industry
IT software
Headquarters
London
Company size
6400 (2023)
Accounting Based Marketing FACTS
84% of the marketers surveyed, expressed that ABM provided significant benefits to retaining and expanding client relationships
B2B marketing teams often spend upwards of 40 hours a month formatting and processing leads for database upload
Solution
Microsoft O365
Microsoft Azure
Campaign Duration
3 Months
Challenge
Softline was unable to penetrate in unmanaged accounts and fuel potential sales pipeline
TENSAI’S STRATEGIES & GOALS
Account Building & Contact Mapping
Account Shared – 55 accounts, Target Personas – 3 to 4 Influencers & Decision makers
Account Shared
Target Personas
Influencers & Decision makers each
Deep Profiling
Details captured- Company infra, IT Infra, Challenges faced and other relevant details. (Deep profiling aims in understanding the IT infra and challenges faced in targeted departments)
Brand Awareness
There was a need to create an awareness on Softline services and offerings.
- A Focused Webinar could just boost all the efforts of Profiling, Mining and Mapping. We eventually pulled off 4 webinars in a month with 80+attendees successfully.
- Followed by LinkedIn and email marketing campaigns.
(The focus here, stayed on reaching out to the Registrations and Attendees of the Webinar)
Nurturing Campaigns
The Low-hanging Fruits were then targeted through nurturing campaigns like Post webinar calling, Appointment fixing, arranging workshops etc.
RESULTS
Softline India has successfully been able to nurture named accounts in the various territories that needed more focus and strategy, with 18 leads out of 55 accounts
The 4 webinars played a vital role in helping Softline to explain their services and offers along with establishing long term relations with new customers