Claremont: Feeding the pipeline

Claremont are the UK’s leading independent provider of Oracle E-Business Suite and Oracle Cloud Application services. With offices in Guildford and Newcastle, Claremont work with clients like National Trust, Stagecoach, Arqiva, Unite Students and JLT.

Since we have started working with Bright we have seen an increase in sales leads by over 40%, good attendance at events and improved relationships with key strategic partners

Mark Vivian, CEO

Supporting Claremont’s business goals

With a market moving towards Cloud and with ambitious growth targets, Claremont required a marketing partner with knowledge of the Oracle industry who would be able to build the brand and feed the sales pipeline. Claremont’s virtual team provide marketing services to support three core business goals:

Increasing demand from new & existing clients
Increasing brand awareness amongst target audiences
Increasing brand awareness with strategic partners 

Increasing demand from new & existing clients

Bright run a range of agile campaigns aimed at generating opportunities around Claremont’s core propositions. Using a variety of tactics, depending on the audience and messaging, these campaigns have allowed Claremont to meet monthly sales leads KPI’s which feed their sales pipeline. Some examples of these are:

  • A number of conference style events aimed at HR & Finance decision makers
  • Telesales campaigns into FTSE 250 accounts
  • Content campaigns, backed up with social prospecting, digital marketing and telesales
  • Nurture campaigns aimed at existing clients

Campaign Examples

Increasing brand awareness with strategic partners

As an Oracle partner, having a good relationship with Oracle is key to Claremont’s success.  As such, Claremont’s virtual marketing team created a range of communications and campaigns aimed at raising awareness within Oracle. These activities include:

  • A quarterly newsletter which includes relevant thought leadership and case studies
  • Working with Oracle on joint demand campaigns into target sectors that generated a range of shared opportunities
  • Collaborating on joint customer video case studies which raises awareness of Cloud project successes
  • Social prospecting and engagement with key Oracle contacts through social media channels
Ellie ReynoldsClaremont: Feeding the pipeline