Past Experience and Success
Software-as-a-Service
Software-as-a-Service
Software-as-a-Service
Company: SaaS platform helping the world’s most recognizable brands solve their toughest business challenges.
Challenge: The revenues for the company's Field Services Management (FSM) division were growing at a slower rate than forecasted.
Programs: This division had a small direct sales team and no dedicated marketing team. To accelerate sales, I established a reseller program with two major players in the market. This consisted of identifying the partners, training and on-boarding, creating sales materials, and establishing a partner portal on the company's website.
Results: The combined efforts of the reseller partners and executing traditional and digital marketing programs exceeded the sales lead quota by 44%.
Payments Automation
Software-as-a-Service
Software-as-a-Service
Company: Payments automation software that helps mid-size and enterprise companies simplify vendor payments.
Challenge: The company was up against heavy competition, the world was experiencing a pandemic, and business growth was slow.
Programs: I built the marketing and business development teams and began executing digital-only marketing programs. We created new messaging, a new website, and sales materials. Enhanced SEO and launched paid advertisements and social media campaigns. Personalized email journey campaigns were implemented and a webinar series, marketed as a television program with continuing episodes, was launched.
Results: In spite of the pandemic, the company increased the conversion rate of marketing qualified leads to sales qualified leads from 7% to 30% and increased the close conversion rate of sales qualified lead to close sales from 11% to 30%. The video series had an average of 300 attendees weekly leading to meeting our revenue objectives for the next 12 consecutive months.
Real-time Payment Software
Software Development Services
Software Development Services
Company: Global mission-critical, real-time payments software that authorized and declined credit and debit card transactions for banks, merchants, networks, and more.
Challenge: Existing customers had legacy technology that was becoming difficult to maintain. Due to the critical nature of the service, marketing was challenged with rapidly upgrading customers' software to modern technology.
Programs: I created an account-based, customized marketing program that identified the top 250 banks, processors and networks. Established a transition team to ensure that the modern technology was fully operational before the legacy technology was removed.
Results We ran both platforms for 90 days prior to removing the legacy technology. We converted fifteen customers within nine months valued at over $50 million in retained revenues.
Software Development Services
Software Development Services
Software Development Services
Company: Software development services and staff augmentation helping companies complete development projects on time and on budget.
Challenge: The company was fifteen years old and had over 2,400 skilled software developers. Their revenues were growing too slowly with minimal marketing, a small sales organization, and lack of focus. I was hired to increase brand awareness and create a sustainable growth engine.
Programs: Their service offerings and target markets were too broad. I spoke with customers and discovered the company offered similar services to most of their customers and had market penetration within a few industries. I reduced the number of services offerings to four: SaaS/Cloud, Mobility, Data Science, and Security, and focused on four industries, Healthcare, Technology, Retail, and Finance.
Results: By narrowing the company's focus, they became technology experts and expanded their brand to become the provider of choice within their targeted industries. In just over one year, the company doubled their revenues.
Insurance Software
Enterprise Streaming Video
Enterprise Streaming Video
Company: Property and casualty insurance software consisting of policy administration, claims, and billing solutions.
Challenge: Grow the business at a more aggressive pace.
Programs: At the time, there were three industry analyst firms that covered the insurance market exclusively. I contacted each firm and scheduled product demonstrations. I also scheduled calls between the analysts and our customers. The company purchased an annual subscription with the firms and established referral partnerships.
Results: The referral partnerships increased the company's sales by 300% within the first 12 months.
Enterprise Streaming Video
Enterprise Streaming Video
Enterprise Streaming Video
Company: A cloud-native, end-to-end enterprise video platform that delivers live and on-demand video streaming.
Challenge: Prove the video quality was the best in the market and deliver a secure and manageable video experience without compromising corporate networks.
Programs: We implemented a pilot program and identified three strategic customers in our target industries of healthcare, education, and government. The products were provided to the pilot customers with no upfront cost. They agreed to complete a case study, provide a testimonial, and become a reference customer.
Results: The pilot programs were a complete success and we receive combined orders of over 10,000 units in under three months. The company's revenues soared from $1 million to over $37 million in 16 months.
Software and Services Global Provider
Software and Services Global Provider
Software and Services Global Provider
Company: A global provider of software and services that help businesses generate revenue and maximize customer relationships.
Challenge: Establish a streamlined customer journey.
Programs: The company stored prospect and customer data in multiple systems. For customers to access educational materials, white papers, event promotions, reports, and other day-today information, they were given access to these systems which made it cumbersome for the customer to know what system held what information. To minimize the confusion and provide a better customer experience, we created a customer portal on the website with customer access to all needed information in one place. The portal was well designed and intuitive needing little to no training.
Results: Three months after launching the portal, the customer satisfaction rating increased from 78% to 92%.
Tech-Enabled Advertising Agency
Software and Services Global Provider
Software and Services Global Provider
Company: A tech-enabled digital ads agency that offers services to businesses that need to navigate the changing world of social media and search advertising.
Challenge: Required structure and processes as they shifted from a startup to a growth stage business.
Programs: The priority areas included: 1. Onboarding Clients, 2. Campaign Strategy and Development, and 3. Client Reviews and Upselling. We established a new client onboarding process that streamlined the gathering of client data and simplified the account managers' workflows. Additionally, we created a comprehensive campaign elements library, empowering account managers to efficiently build and share campaign strategies with clients. We created a series of dashboards that enabled channel managers and account managers to identify optimal conditions for recommending additional services for sustainable growth and to deliver strategy- and data-driven quarterly business reviews to strengthen client relationships.
Results: As a result of these initiatives, client satisfaction rates improved significantly, and employees benefited from streamlined, repeatable workflows, saving both time and money. Client retention rates increased as we built stronger relationships by consistently sharing campaign results, performance reviews, and strategic plans for future growth.
High-Speed Internet Provider
High-Speed Internet Provider
High-Speed Internet Provider
Company: High-speed Internet access.
Challenge: To be eligible for the company's service, customers were required to be located within a three-mile radius of a telephone company building with specialized equipment. That narrowed our target audience and limited the types of marketing programs that could be implemented.
Programs: I worked with one of the company’s engineers to create a mapping tool. The tool identified the telephone company buildings throughout the state and provided a three-mile radius around each building. I identified the small and mid-size businesses eligible for the service and created a direct mail program.
Results: The direct mail program acquired 8,000 new customers in eight months. With the company's accelerated growth, it commenced the launch of its initial public offering and as planned, the company was acquired.
Telecommunications Provider
High-Speed Internet Provider
High-Speed Internet Provider
Company: Voice, video, telephone, internet, and communication services.
Challenge: Introduce a new product to the market.
Programs: The marketing team and I developed materials including brochures and videos to educate the market. We created product demonstrations and held educational webinars. The company exhibited and spoke at industry tradeshows and conferences. User groups were established for conducting interviews, usability testing, focus groups and surveys. Town meetings were held at local libraries, schools, businesses, and aired on local television with special offers for a limited time.
Results: The goal was to acquire 100 pilot customers in the first 90 days. The marketing programs increased the number of pilot customers to over 2,500 and the product launch exceeded all revenue forecasts.