Opportunity

A well established SaaS solution for the HR space needed to expand its pipeline. They had several anchor clients, and a highly regarded brand, but hadn’t invested in new business efforts for many years, often relying upon the executive leadership team’s contacts for growth. As that effort became exhausted, they asked Kurbople for help.

Solution

We developed a strategy that included quarterly toll-gated position papers, and supported them with additional content and social activities as well as email marketing to a targeted group of buyers, influencers and executives.

Results

In 24 months each of our papers has averaged over 175 downloads. At a recent QBR we identified 8 new business wins directly attributed to our efforts and two additional prospects in the late stage pipeline. Companies included Coca Cola and Kellogg’s, Ericsson and Halliburton.