Using marketing agility to build pipeline
Claremont are the UK’s leading independent provider of Oracle Managed Services. With offices in Guildford and Newcastle, Claremont work with clients like National Trust, Stagecoach, Arqiva and JLT.
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. Bright provided Claremont with an agile virtual marketing team to support three core business goals:
- Increasing demand from new & existing clients
- Increasing brand awareness amongst target audiences
- Increasing brand awareness with strategic partners
Since we 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.
Increased demand from key accounts
Bright ran a range of agile marketing campaigns to generate opportunities for Claremont’s core propositions from both new and existing accounts. Blending tactics and messaging appropriate to the target audience, the campaigns have allowed Claremont to meet monthly sales lead KPI’s to feed their sales pipeline by leveraging:
- Events aimed at HR, Finance & IT decision makers
- Lead generation campaigns, using thought leadership content, backed up with social prospecting, digital marketing and telesales
- Nurture and retention campaigns to sell additional services to existing clients
Increased brand awareness with Oracle
As an Oracle partner, building a strong relationship with them is key to Claremont’s success. Claremont’s virtual marketing team created a campaign aimed at raising awareness within Oracle, tactics included:
- A quarterly email newsletter featuring relevant thought leadership and case studies
- Working with Oracle on joint marketing campaigns into target sectors to create new leads for joint pursuit
- Collaborating on joint customer video case studies
- Social prospecting targeting key Oracle stakeholders to build engagement and extend Claremont’s network within Oracle
