Case Study: Global IT Firm's NA Market Penetration of Endpoint Management and Consulting Services Offering - Project Overview

Project Managers: Micah Vu

Company: [Company Withheld]

Objective: Increase market presence through four strategic campaigns, targeting the Canadian market and [Product] offerings in North America

Scope: Conducted 4 campaigns, leveraging a multichannel approach including content syndication, phone follow-ups, and ICP "look-a-like" outreach. Focus on Fortune 500 accounts.

Industry: IT Consulting services, digital transformation, and [Product] Endpoint Management Software.

Time Frame: Four 90-day blitzes across 2 years (June 2020 - July 2022)

Geographical Focus: US and Canada

Target Industries: Oil and Gas, Transportation, Aerospace and Defense, Banking and Finance, Automotive, Manufacturing, Telecommunications, Insurance, Government, Medical, Retail

Strategic Approach

• Channels Used: Content Syndication, Phone, Email, ABM

• Targeted Audience: Directors and above in IT, Digital Strategy, Software Development, Cybersecurity, Digital Transformation, Data Analytics, Production Innovation, and Enterprise Architecture, Fortune 500

• Team Composition: [Numbers Withheld] representatives selected for the initiative: [Names Withheld]

• Responsibilities of Micah Vu: Message and Scripting development, Tech stack selection, Management communication, Headcount and Resource allocation, Rep effectiveness training and coaching, Contact List data collection, Data Analysis and Reporting, Process documentation, Content Syndication partner coordination, Report to CEO and CRO on KPIs.

Achievements

• Accounts Converted: 95 total

• Notable Accounts Secured: Canadian Pacific Railway, Raytheon, Hewlett Packard...[Confidential List of Companies]

• ACV: [$ Value Withheld]

• Outcome: Generated an $11.1M net new revenue pipeline

• Campaign ROI (Net): 8.26x [Formula Withheld].