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Riverbed is the leader in Application Performance Infrastructure, delivering the most complete platform for Location-Independent Computing. With headquarters in San Francisco, California, Riverbed has 78 offices over 40 countries. Their pioneering product SteelHead is now seen as the industry’s #1 WAN optimisation solution. The past four years have seen growth from providing a single product to four major product sets.
We needed a partner that understood our landscape and had a technology focus
The flexibility and ability to scale up to new geographies and develop programmes at EMEA level
We needed a company with a proven track record in identifying and contacting new personas within accounts and highlight gaps and opportunities in our current market.
The partner needed to be proactive and work closely with our marketing and sales teams to improve performance through true account based marketing
Understanding the structure of each target account and identifying new buying centers and contacts (based on a set list of personas) within each of them
Needed to collect more intelligence on current customer accounts to understand their IT context and market back to them pertinently.
Build awareness within the current accounts around the new products Riverbed offered in addition to their pioneering product SteelHead.
Understanding the customer’s pain points and giving them compelling reasons to engage with Riverbed.
Support for the account teams to develop their pipeline by identifying new cross-sell opportunities.
Account mapping and profiling:
With Riverbed’s existing accounts new buying centres were identified.
Within the buying centres identified new personas that may react to the new focus product were identified
Qualification of the contact’s needs and an understanding of the potential to sell new solutions was gained.
Identifying up-sell and cross-sell opportunities by working on current accounts the potential and opportunities to sell Riverbed’s products and services were identified.
From the volume of quality contacts generated and having identified the right individual, data was populated showing their level of interest in the new product
Identification of qualified leads with strong interest in the product – these contacts were then passed to Riverbed’s sales team for immediate follow-up
Long-term opportunities were nurtured by working closely alongside Riverbed’s Sales and Marketing teams
Initial 6 Month Project:
$2.5m pipeline generated in the first 6 months
75% of leads converted into opportunities
Call disposition averaged 50 per day.
They and their team were instrumental in us securing our initial wins and building a firm foundation for success in EMEA