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Our Client's Success Define our Value |
We have been helping clients achieve marketing and sales goals for more than 16 years by leveraging our strategic, operational, technical and creative expertise. We have launched many startups and helped accelerate growth. Companies of all sizes have relied on us for marketing automation and CRM support for over 8 years. Current projects for mid-size companies and large organizations are often focused on increasing digital agility to keep them competitive and to improve their customer experience. Please select the service offering that best matches what you are looking for and a representative list of case studies and testimonials will be presented. Then click on the logo. Or select by company below to view.
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| Opportunity
As a partner to more than 1,000 hospitals and healthcare providers in 45 states, Alliance HealthCare Services (AHCS) provides quality clinical care and operational efficiency in radiology, interventional healthcare and oncology services, which account for a significant portion of a hospital’s revenue. The current processes for MRI services are manual and do not scale; the providers place an MRI order thru FAX and phone call to AHCS, and AHCS provides the results in CD format back to the providers. The results are then scanned by the provider and included manually in the Patient Medical Record. Solution We provided an integrated infrastructure to allow Digital transformation for the business through an Interoperability platform that allows transaction and data to flow between businesses and patients at the push of a bottom. This now allows AHCS to expand and strengthen customer information exchange services leveraging existing healthcare industry standards. Order processing is now fully automated. Orders entered at the provider site are delivered to the internal RIS/PAC systems for processing purposes. Results
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Opportunity
At $2.5 billion revenue, Cerner is the world’s largest publicly traded health information technology company providing leading-edge solutions and services for healthcare organizations worldwide. Accelent worked with Cerner ITWorks, a consulting division managing a $10M program, to digitalize one of the largest hospitals in Montgomery Alabama (Baptist Health).
Solution
Accelent collaborated with the Chief Medical Officer, Chief Executive officers of hospitals, CIO, and CFO in the migration of over 14 hospitals and clinics and 2 data centers with over 450 applications to next generation medical grade network with real time application interoperability and integration to cloud services using Cerner services.
Results
Mariana uses leading machine learning and predictive analytics to optimize social and B2B marketing. Accelent engaged with the company when it was a stealth mode startup working under the name of Sigmod Labs. The CEO wanted strategic leadership and execution support to change the name and launch the company, build the corporate identity and website, and create a demand generation engine including social and content strategy and execution.
Solution
We worked with the management team as strategic advisors and served as interim communication director to finalize the name, develop branding, messaging and the Mariana story. We built the launch strategy and managed all aspects of GTM execution, and project managed the rollout of the Mariana website and social properties, from writing to managing implementation.
Results
Opportunity
With annual sales exceeding $13 B, Parker Hannifin is the world’s leading diversified manufacturer of motion and control technologies and systems, providing precision-engineered solutions for a wide variety of mobile, industrial and aerospace markets. The company employs approximately 58,000 people in 49 countries around the world. Parker did not use CRM tools (relied only on Lotus Notes and spreadsheets). All sales and BD processes were manual. The goal was to grow the business for the Diversified Technologies business unit leveraging best practices in CRM to manage the business.
Solution
Accelent helped this division leverage SFDC to build a pipeline to track opportunities (replace the current spreadsheet being used today) and integrate with Eloqua to market to key target segments. The team work with the marketing managers to design and build nurture Lead management; we have been supporting this company for over two years.
Results
Opportunity
Crownpeak provides Web content management solutions for global companies with complex digital needs. The company had acquired a UK-based company, Active Standards, and was in need of a marketing team to help them rebrand and relaunch the combined entity. The challenge was to keep the strong brand and customer bases of the individual units while building a compelling offering for the advanced functionality to expand its market reach.
Solution
Accelent worked alongside Crownpeak’s VP of Marketing and executive team to frame the value, story and communication plans, including website redevelopment for the relaunch. We built a content strategy and execution plan, and wrote several key assets to be used in their outbound marketing campaigns. In addition, Accelent merged two different marketing automation systems into one and helped to align the process flow and reporting with a new instance of SalesForce.
Results
Opportunity
TMC Development Working Solutions (Working Solutions) is a non-profit organization that invests in local entrepreneurs and has its own micro-lending program. Working Solutions uses multiple systems to manage their business, each specialized for the needs of individual departments. This created non-collaborative, extremely manual and inefficient workflows, and resulted in duplicated data about customers.
Solution
We worked collaboratively with the Working Solutions team to eliminate duplicate entries by implementing Salesforce to create a single System of Record for client data. We integrated SalesForce with the different systems used by different departments, developed business workflows and processes between departments and the clients. We also created an interface for SalesForce in Outlook to generate automatic emails, cleansed the data, and created business-related KPIs (Key Performance Indicators) to measure success.
Results
Opportunity
Velostrata is a venture-backed early-stage software company. Its products help customers move production applications to the public cloud in minutes, while controlling and automating where storage resides. The Director of Marketing contacted us, having worked with us previously, to optimize the Marketo System and ensure data flow and integrity with SFDC.
Solution
Velostrata’s Director of Marketing is responsible for executing campaigns, but she required additional technical resources to ensure the system was optimized for campaign effectiveness and reporting accuracy. Often, for smaller companies, we serve as an extension of their own team. In this case, we opened up a retainer for a set number of hours to be used as needed on a set of small projects or on an ad hoc basis. We continue to support Velostrata with a variety of other projects to enhance communication and drive business results.
Results
Opportunity
Sage provides small and midsized business software to 6 million customers worldwide. The company re-organized to build a centralized Marketing Operations Center to support multiple marketing teams. They were looking for a marketing partner with technical implementation services to optimize the system and introduce best practices in campaign design and execution.
Solution
Accelent was hired to support Marketing Operations with Eloqua system work as its outsourced partner to build programs, create assets, landing pages, forms, graphics, HTML development. We work with Sage marketing managers on nurture campaign strategies and Eloqua implementation. Examples include dynamic lead nurturing programs that continually evaluates each lead’s interest and readiness to buy, with a focus on meaningful content to increase engagement. We also design and implement predictive analytics programs to determine which prospects are more likely to be interested in their offerings.
Results
Opportunity
Ariba, a spend management solution provider, had just launched the Ariba Discovery product to help buyers connect with sellers offering the goods and services they need. Ariba wanted to automate this process and leverage Eloqua marketing automation to increase platform usage, acquire new sellers, and create opportunities for cross- and upselling other offerings. They sought a partner able to design and manage this integration over the long-term – and picked Accelent.
Solution
We helped Ariba leverage Eloqua to its fullest by creating and integrating automated campaigns into the Discovery platform to be triggered by customer behaviors and transactions. The work included strategic consulting, business needs analysis, automation process planning, campaign design and execution, collateral support and executive report creation.
Results
Opportunity
Senior management wanted to better align marketing and sales processes to achieve visibility from offer to order and measure corporate performance. NetApp’s was upgrading the corporate CRM system and Marketing needed to define requirements, processes and make the business case for funding the project.
Solution
Barbara Saxby served as the program director for four months. We performed a needs assessment, conducting dozens of interviews and workshops with the marketing teams and senior executives in the US, Europe and Asia. We evaluated the current processes for marketing and sales with a focus on contact, campaigns, lead generation, and operations management. The CRM upgrade was delayed and we began evaluating hosted options. Accelent led vendor reviews and summarized system, integration and process flow requirements. We prepared a detailed report of findings of the needs assessment research and provided our recommendations for moving forward.
Results
Opportunity
National MI provides innovative risk management solutions geared to support the needs of an evolving housing finance industry. Accelent began working with the company as a new entrant into a mature, crowded market. It needed to increase visibility, establish credibility and start conversations with loan officers who had a variety of mortgage insurance options to choose from. The VP of marketing needed help to position and launch the company.
Solution
Accelent was hired to support the company in its launch effort and ongoing marketing projects. We helped drive the strategic positioning and built a messaging framework with an “innovator approach” highlighting a fresh new approach to mortgage insurance. Next, we built a slick website that included a self-service rate calculator and continue to optimize site performance. Accelent then recommended a marketing automation solution and then implemented Eloqua and did the SFDC integration and now are creating nurture campaigns to better educate the loan officers about the NMI solution and improve deal flow.
Results
Opportunity
The CEO of LucidWorks was looking for a few strategic resources to provide domain expertise in positioning, messaging and content development. The marketing team was very lean and they needed to execute quickly on a variety of campaigns. Demand generation support was required to optimize processes and programs and return more accurate reporting. Having worked with us before, at Exalead, the CEO called us in to help.
Solution
Accelent served as an outsourced marketing team for over a year. We helped refine new positioning and messages and rebuilt the corporate website. We developed the social media strategy and created a social playbook that defined the channels and campaigns. We optimized Marketo demand generation processes to increase engagement and aligning the data and processes between the marketing automation and CRM systems. We also supported the team onsite at the User Conference.
Results
Opportunity
Exalead, a Paris-based global provider for Search-Based Applications (SBAs), needed to expand its US marketing and sales operations with a focus on demand generation, programs, and sales enablement and brought in Accelent. Exalead was bought by Dassault Systems mid- 2010 and our assignment expanded to work with the CEO on the new Go-to-Market strategy to meet significantly higher revenue targets and help with the integration of Exalead into the Dassault Systems organization.
Solution
Accelent supported Exalead with an interim VP of Marketing Ops and 2 managers (half-time). We focused on strategy, program/campaign planning & execution and sales enablement tools creation – collateral, training, presentations, etc. We installed Eloqua and created a new instance of SFDC to run the America’s business. We established all integration points and process flows between the systems and to telemarketing and sales, executed events, built complex nurturing campaigns, and created executive reports and dashboards using data from Eloqua in SFDC.
Results
Opportunity
At Ellie Mae, a provider of mortgage software and a long-time Eloqua client, the CRM systems and processes were disparate, data was questionable and reporting difficult. Executives wanted more marketing and sales alignment and revenue performance visibility to better track the business. The CMO needed additional resources to focus on strategic projects as Ellie Mae was in the process of acquiring a company and preparing for an IPO.
Solution
Accelent created the structure and processes for a prospect database in SFDC using Eloqua data. We built strategic account lists and appended these target companies with prospect names (using DemandBase and Jigsaw). We established new lead processes, cleaned up both Eloqua and SFDC, reran campaigns to assign IDs to track performance and built waterfall reports in SFDC. In addition, we created a plan and executed a major upgrade of the website for a better user experience that also aligned with a new brand rollout. We also built the site as the foundation for a demand generation machine by capturing better information from search and website visitors.
Results
Opportunity
A global, $14 billion company that designs and manufactures more than 500,000 products that connect and protect the flow of power, data and signal spanning consumer, industrial and automotive markets. The company employs approximately 7,300 engineers, holds over 11,000 patents and employees over 75,000 employees globally.
Traditional business unit centric business model where sales team heavily rely on personal interaction with design engineers at their customer (old boys networking culture). There was a “Not Invented Here” syndrome where all departments worked in silo’s with no clear metrics. Finally limited understanding how customers using internet to find products and/or answers to their design challenges.
Solution
Accelent helped TE Connectivity implement Hub & Spoke system SDFC with centralized marketing instance, including Marketing Automation, Online Configurator and closed loop marketing. Also instituted best practice knowledge and experience sharing across all business units and regions.
Results
Opportunity
Framehawk, a SaaS startup, enables enterprises to develop and deploy secure, high fidelity mobile client apps for critical enterprise applications. Being in stealth mode, the company needed a strategic resource and tactical execution team to create all of its marketing assets and build an operational foundation. It needed a corporate brand identity, internal Marketing and Sales processes and systems, corporate communications including messaging and positioning, and a new website. Accelent was recommended to the VP of Marketing to help build the strategy and execution in all of these areas.
Solution
Accelent provided an outsourced marketing team (six different consultants). We facilitated an executive strategy session to identify the company’s business drivers, messaging and positioning, and value proposition. We then helped analyze the competitive market positioning and to build the messaging platform. An entire new corporate identity, including a illustrations, was created and a new website launched under tight deadlines. We recommended, integrated and deployed SalesForce and Marketo, mapped the required processes and workflows, created dashboards and reports.
Results
Opportunity
MGMA association provides the networking, education, advocacy, tools and resources to build strong practices for over 30,000 care delivery organizations to deliver the best possible patient care. The organization invested in Marketing and CRM technologies but was not using them effectively. The key challenges were a) dropped sales and lack of customer demand; b) no results from marketing campaigns and c) inconsistent business processes across different organizations managing sales leads.
Solution
We began with a business processes assessment and audit that included workshops with key stakeholders to define requirements and refine processes. We presented recommendations and proposed new best practices for end-to-end marketing process. We then implemented the new Sales and Marketing Process and automation via SFDC and Eloqua and integrated them with existing ERP systems.
Results
Opportunity
Mölnlycke Health Care is a $1.4B world-leading provider of single-use surgical and wound care products for customers, healthcare professionals and patients. It develops and bring to market innovative wound care and surgical products along the entire continuum of care – from prevention to post-acute settings. Traditional decentralized country business model where sales team heavily rely on HCP personal interaction to convince to proscribe the products. The new senior management recognized and understood the increased need for digital usage of target HCP’s and consumers.
Solution
The goal was to ensure the CxOs are on same page with respect to what digital means to Mölnlycke. Health Care, agree on ambition level and timeframe. Also enabled Direct To Patient (DTP) purchase possibilities while leveraging patient advocacy groups to build brand awareness, the Digital Transformation strategy and 3-5 year roadmap. Start culture change process of thinking digital 1st and traditional marketing 2nd.
Results
Opportunity
AppCentral is a leader in Mobile Application Management (MAM). It provides an enterprise app storefront and management console to distribute, secure and manage apps across multiple platforms including Apple iOS, Android, and RIM tablets and smartphones. The previous VP of marketing resigned and the company quickly needed to fill the gap with a strategic resource and tactical execution team to accelerate marketing programs in preparation for Series B funding.
Solution
Accelent supported AppCentral with an interim executive and support staff 30 hours a week. We focused on GTM strategy, positioning, messaging, analyst relations, website, SEO, program/campaign planning & execution (leveraging Marketo and SFDC) and sales enablement tools creation – collateral, training, presentations, etc. Barbara served on the executive management team and Accelent staff became the outsourced marketing team.
Results
Opportunity
NitroPDF sells PDF software to small and medium sized businesses via online sales, direct (enterprise) sales, and its reseller network. It wanted to develop its sales and marketing channels, especially direct sales in order to meet its growth goals. The company was using Eloqua for the Online business but needed to increase demand generation for the enterprise.
Solution
Accelent was hired (team of three) to work on several key projects, including defining an overarching strategy to optimize sales and marketing operational processes. The goal was to increase revenue through the direct channel with more effective demand generation programs and processes. We developed a strategy and execution plan for building a marketing engine, including infrastructure (Eloqua and SalesForce), programs, processes, lead scoring, nurturing, data management, and reporting. We revamped to direct people to the right “buckets” – reposition offers, user paths, workflows, messages, content and programs. We built the foundation for the marketing operations team including job descriptions and required skill sets.
Results
Opportunity
Founded in Chennai India, Ramco is a global provider of flexible ERP systems for small and medium size businesses. Ramco was looking to increase its market share in and saw an opportunity to leverage its powerful SOA application infrastructure as a next-generation business process management platform. The company was looking for a new management team in the US and a global marketing leader.
Solution
Barbara Saxby served as full-time CMO and member of the executive team for 18 months. She managed a team in India and other Accelent consultants supported her in product marketing. We created a strategic business plan to capitalize on the market demand for more flexible business systems that leveraged SOA architectures. We embarked on a major re-positioning project and worked with industry analysts to review the category. We hired Ogilvy and Mather to overhaul the corporate identity and our team redid dozens of collateral pieces with the new brand and message. We restructured internal operations to create a center of excellence for marketing to become more efficient in creative design support and collateral creation.
Results
Opportunity
Meridium is a global leader in asset performance management (APM) software and services for asset-intensive industries. Founded in 1993, privately held and headquartered in Roanoke, VA (USA), Meridium had clients in more than 80 countries without much investment in marketing. The need was to build demand generation capability for the company with a focus on people and processes using MS Dynamics, Revegy and Eloqua 10 technology platforms.
Solution
Accelent worked with the CMO and VP Inside Sales to create a go-to market strategy with demand generation programs by industry and quarter and helped execute. Established processes to support systematic lead management across sales and marketing; created alignment with sales around revenue targets, industries and key accounts.
Results
Opportunity
Mincom was a $200M independent software vendor of ERP/EAM and mining point solutions for “asset intensive industries” including mining, energy, utilities, oil and gas and public infrastructure. Mincom was bought by a private equity firm. The new owners brought in a new executive team, established new revenue and EBITDA goals but had no marketing team or systematic lead generation/management in place.
Solution
As CMO, Pam hired a global marketing team located in the US, Chile, Russia, and Australia. We evaluated marketing automation systems and, in partnership with sales operations that had a Siebel CRM in place, selected, implemented and integrated Eloqua. We created a new brand identity, a new content-rich website and measurable industry-specific demand generation capability in 9 months.
Results
Opportunity
ABB provides industry leading software and deep domain expertise to help the world’s most asset intensive industries such as energy, utilities and mining solve their biggest challenges, from plant level, to regional network scale, to global fleet-wide operations.The software portfolio came from the acquisitions of Ventyx and Mincom. Challenge was to build a software brand identity for a company deep in hardware expertise, build demand generation capabilities, leverage opportunities for cross-selling while adhering to ABB guidelines and structure.
Solution
Pam led the company through a major rebranding, built a world-class global marketing team, integrated two marketing automation systems and two CRM systems, established closed-loop reporting and marketing accountability for customer retention and pipeline creation.
Results
Opportunity
Neoforma was a publicly traded company (NASDAQ: NEOF) with revenues around $80M. The company delivered supply chain solutions to over 1,450 hospitals and suppliers, supporting more than $8 billion in annualized transaction volume. Its solutions consolidated contract information and order data providing a comprehensive view of the supply chain to reduce costs and improve efficiency. The CEO needed assistance in conducting extensive market and competitive analysis to evaluate strategic business alternatives in order to provide greater value to stockholders.
Solution
Accelent provided three consultants for a combination of interim management and project work in strategic planning, product planning, market validation, and corporate communications. Accelent developed positioning and messaging for the company’s offering. We assisted with M & A strategies and worked with the CTO and product marketing to assess the market size, target customer profiles, and validate the demand for new product offerings. In addition to managing the marketing group as a whole, Accelent conducted a combination of quantitative and qualitative research by developing questionnaires and administering interviews to validate demand and requirements for a new product offering.
Results
Opportunity
Above All Software, Inc. provides business integration software that allows customers to leverage service-oriented architectures. It offers Above All Composite Application Platform, which helps business professionals to access and interact with critical business information stored in multiple silos through composite applications. The CEO needed to make a change in marketing leadership and hired Accelent’s Barbara Saxby, as Interim VP of Marketing.
Solution
As the interim marketing exec, she drove all aspects of strategic and tactical marketing. A lot of time was spent on messaging and position, product naming, demand generation, and partner development. One of the most successful initiatives was leading a focus group with top CIO’s in the valley to discuss their needs in the area of Service Oriented Architectures. We gained insightful information to shape the message and had a platform to introduce the product and get feedback.
Results
Opportunity
Reactivity was an early stage startup company. It’s network security solutions enabled customers to efficiently deploy, secure, and accelerate XML and Web services-based solutions. Reactivity had just closed a second round of financing, led by Accel Partners, and was looking for strategic marketing expertise to help accelerate business growth.
Solution
Barbara Saxby was hired to fill the interim VP of Marketing role and served as a member of the executive management team. The charter was to strategically position the company and product in a relevant industry category and execute a launch plan through aggressive analyst outreach and public relations programs. We helped Reactivity positioning the product in the market, building brand awareness, and developing a go-to-market plan to support securing a handful of marquee customers to validate their technology and serve as references for additional sales. We created a new segment where it could own a leadership position as an XML Firewall.
Results
Opportunity
Bridgestream was an early stage startup based in the Bay Area. As an access and security solution, it’s software helps companies map who does what within an organization, tracking changes in personnel, responsibilities and job functions. It ensures that employees are granted the right access to systems to do their jobs. At a very early stage in the company’s development, the CEO brought in Accelent’s Barbara Saxby as interim VP of Marketing.
Solution
As Interim VP of marketing the work effort focused on branding, messaging, positioning, product strategy and communication development. As a member of the executive team, was involved in many aspects of the strategic development and operations of the company. A new website was created and demand generation campaigns were developed. We worked with analyst groups to secure support in our market positioning.
Results
Oracle acquired Bridgestream and embedded their advanced role discovery and modeling capabilities into Oracle’s Identity Management access provisioning and enforcement product
Opportunity
NetScreen was a startup company founded by three engineers from Cisco, Intel, and Healtheon. NetScreen was successfully selling its low end, high performance firewall products through a small dealer network. The CEO wanted to reposition it effectively in the security industry, expand the product line, improve the company image, and more aggressively capture market share.
Solution
Barbara was hired for a six-month interim management engagement to rebrand, reposition and launch the company, manage the marketing team, determine marketing and channel strategies, execute on the marketing plan and help develop new products. She led the creation of a new corporate identity including the logo and all related assets; A new website and collateral were created. The core branding and awareness programs included analyst relations, widespread print advertising and public relations campaigns, along with a coming out party at a major industry security event. During this time, we also worked with the executive team on new product plans as well as the OEM product strategy.
Results
Opportunity
Resonate’s Network Traffic Management solutions optimized traffic flow and resource utilization. The CEO was having a difficult time finding a new VP of Marketing and was concerned that the company was missing a great market opportunity to “own” the space for high-end traffic management products. F5 Networks and Cisco Systems had become more aggressive in the space, and Resonate needed to accelerate the launch of a new product to remain competitive.
Solution
We, Barbara, served as Interim VP of Marketing and member of the executive management. She managed the marketing team and drove the strategy and execution programs to reposition and re-launch the company and the Resonate Commander product. Working with other executives, she built the business plan to set the success metrics and milestones, the product roadmap, and the goals for channel and alliance development. We analyzed the market and did segmentation studies and conducted a series of focus groups in key markets across the country. Resonate embarked on a cross company campaign to “Swarm Sun (Microsystems)” with a goal to partner with them to deliver real-time, end-to-end application performance management solutions.
Results