Client Success Stories2019-08-15T17:59:39+00:00

Account-Based Sales and Marketing Alignment Leads to Wins with GoDaddy and ServiceNow

While covering Sumerian (a UK ITSM Analytics SaaS company), 451 Research indicated that our client will have to break out of its finance niche category if it wants to be an international player. Our client needed to quickly create demand for a new product in a new category into the market: Capacity Planning as a Service. This on-demand cloud-based subscription service showed customers what resources they have now, what they are actually using and where there is opp for growth. It calculated capacity projections and potential outcomes for months in advance allowing changes and system upgrades to be made before performance is affected unlike VMWare and other competitors that looked only hours or days ahead. When our client looked to grow into other markets they discovered that 4 out of 5 targeted companies lacked senior executive understanding of the issues and would not secure budget to implement necessary [...]

Schneider Logistics Avoids RFPs and Drives Wins with Vizio

The supply chain leader at one of the top flat-screen TV manufacturers, which is also America’s #1 sound bar company, was considering their options for a managed TMS solution. As part of their buying process, they contacted Schneider and their top 5 competitors to compare features, benefits, costs, and ROI. Traditionally, RFP’s had a very small win rate because the client will only see the lowest price rather than the best value. Schneider considered declining to bid for this reason, but having seen the urgency created in customers by using commercial insight and personal relevance to expose unconsidered gaps, they decided to use their LinkedIn content even within their phone and in-person meetings. The manufacturer’s leadership team gained a new view of their business through the educational and re-frame based sales experience, discovering areas of cost and risk that were not previously considered. Once more, this caused the [...]