Palo Alto Netorks
Palo Alto Networks, the global cybersecurity leader, is shaping the cloud-centric future with technology that is transforming the way people and organizations operate. Their mission is to be the cybersecurity partner of choice, protecting our digital way of life. They help address the world’s greatest security challenges with continuous innovation that seizes the latest breakthroughs in artificial intelligence, analytics, automation, and orchestration. By delivering an integrated platform and empowering a growing ecosystem of partners, they are at the forefront of protecting tens of thousands of organizations across clouds, networks, and mobile devices. Their vision is a world where each day is safer and more secure than the one before.
Client Challenge
Palo Alto Networks required additional technical resource that could turn around building campaigns and all their associated assets fast. They were running table top events across different states in the US.
At the same time they were still sending out all their BAU campaigns. ON average there were about 15 assets per week that needed to be created and subsequently delivered – all ahead of schedule.
Approach
In order to make the development of campaign assets and subsequent campaign launch as efficient as possible, all assets were templated up and a template campaign workflow created. For this sequence since it was an event the following were created:
- Invitation email
- Non-responder email 1
- Non-responder email 2
- Confirmation email
- Reminder email 1
- Reminder email 2
- Thank you for attended email
- Sorry we missed you email
The invitation emails all pointed to a single landing page which used ajax for form submission so the user never left that page.
The form utilized progressive profiling so only fields that were incomplete were shown to the user. When the user submitted the form, the would enter into a very quick accelerator track which would send an associated product information fact sheet, should the user either download the product fact sheet from the email or download it from the website an industry sector related case study would be sent to them as well. If they engaged with the case study a schedule a call back email would get sent to them.
All the while this campaign was taking place, Palo Alto Networks were sending out their BAU emails like newsletters, etc.
As standard we would have a monthly meeting which they would be presented with reports on all their campaigns alongside advice on updates to campaign assets using latest industry trends.
Impact
Their campaigns went out on time, all the time. Palo Alto Networks knew they had a trusted partner that nothing was too much trouble for, all at a fantastic price.
Palo Alto Networks were an absolute delight to work with. Their marketing managers were receptive to ideas on campaigns that I had tried with other clients. We built a well oiled machine that pushed their assets and campaign out on time, all the time with no errors! I even through in fixing their SFDC integration for free because we worked so well together and whilst they didn’t have budget assigned for it, it was impacting reporting their results for Revenue Performance Management on SFDC dashboards.
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Cigna Healthcare
Cigna are more than a health insurance company. They are their customers partner in total health and wellness. And there for them 24/7 – caring for their body and mind.
As a global health service company, Cigna’s mission is to improve the health, well-being, and peace of mind of those we serve by making health care simple, affordable, and predictable.
Their values are the core of our culture. Their values guide how all 74,000 of their employees around the world work together, serve their customers, patients, clients, communities, and deliver on their mission.
Client Challenge
Cigna Healthcare needed an Eloqua partner to help them with their day to day Eloqua campaign tasks alongside several development tasks. The biggest challenge was having an old, unclean limited database with a poor Eloqua / SFDC Synchronization.
Approach
Day to day campaign tasks surrounded a webinar series but with an unclean database we were experiencing a high level of bouncebacks which was causing issues with deliverability due to temporary blocks being given by enterprise email security systems.
To get around this problem we would use the last number of the contacts assigned Eloqua contact ID to bucket contacts from different data sources into five groups that would send emails out with ten minute intervals. From here it was possible to determine if this data source was going to cause unacceptable levels of bouncebacks and the campaign could be paused to determine how we would proceed.
The two major development projects were:
- Eloqua SFDC integration
- Twilio SMS integration
Sadly due to personal reasons I had to stop work on this contract with Cigna healthcare. They were very forgiving, gave me time to try and sort things out but I had literally just had the worst thing to ever happen to me and I was unable to return to working for anyone for quite some time.
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Rockwell Automation
Rockwell Automation connect the imaginations of people with the potential of technology to expand what is humanly possible, making the world more intelligent, more connected and more productive.
Throughout the world, their flagship Allen-Bradley® and Rockwell Software® product brands are recognized for innovation and excellence.
Client Challenge
Sony Professional Services Europe is the leading provider and innovator in AV and IT solutions across a broad range of sectors, including Media and Broadcast, Sports, Theatre, Healthcare and the Corporate and Education markets.
With a winning combination of technology and creativity, Sony partners with businesses to push boundaries and drive innovation, offering transformational customer services and solutions.
Approach
Sony Professional Services Europe is the leading provider and innovator in AV and IT solutions across a broad range of sectors, including Media and Broadcast, Sports, Theatre, Healthcare and the Corporate and Education markets.
With a winning combination of technology and creativity, Sony partners with businesses to push boundaries and drive innovation, offering transformational customer services and solutions.
Impact
Sony Professional Services Europe is the leading provider and innovator in AV and IT solutions across a broad range of sectors, including Media and Broadcast, Sports, Theatre, Healthcare and the Corporate and Education markets.
With a winning combination of technology and creativity, Sony partners with businesses to push boundaries and drive innovation, offering transformational customer services and solutions.
Blah Blah
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Sage
Sage is the global market leader for technology that helps small and medium businesses perform at their best. Sage is trusted by millions of customers worldwide to deliver the best cloud technology and support with their partners to manage finances, operations, and people. They believe in doing everything they can to help people be the best they can be, so the combined efforts of 13,000 Sage colleagues working with businesses and communities make a real difference to the world.
Client Challenge
Sage needed some additional Eloqua resource to help them with the launch as Sage Live. They specifically needed resource to help them with the development of:
- Sage Live microsite
- Four different emails that pointed to different types of marketing collateral on the micrsote, namely:
- Video
- Product factsheet
- Case study video
- Trial
All of these emails were to be sent sequentially however a contact could be sped up depending on if they had looked at any of the other marketing collateral and dropped from the campaign when they signed up for a trial.
Approach
The approach was pretty straight forward. A meeting with the client to understand exactly what it was they were looking for followed by the white boarding of the campaign so we could get the different rules for speeding up or stopping the campaign sorted out.
We moved to build which was very straight forward, from here it was a simple case of go live.
The launch was a little chaotic because the creative and content kept on changing up until the last minute. Add an 8 hour difference in time zones and as you can imagine things were tight. In true fashion though we got this all over the line on time and Sage had a successful launch. I believe that the creative team got to go to the launch and they even had a chocolate fountain!
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ServiceNow
ServiceNow make the world of work, work better for people. They deliver digital workflows that create great experiences and unlock productivity.
With 6,200+ customers, ServiceNow serve ~80% of the Fortune 500. And they are on the 2020 list of FORTUNE World’s Admired Companies®.
Client Challenge
This was a very weird one. It appears that whilst they are an Eloqua customer and they had access to Eloqua for some reason or other, internally, they could not send out a massive event campaign they were running all over EMEA from Eloqua.
The event spaces were all booked, speakers, lined up, external advertising up and running, microsites with forms being processed through Eloqua, they literally just could not send their emails the their entire EMEA database which was about 50k contacts.
Approach
They came to me for a solution, obviously I said no problem. Took their emails, very quickly learned another platform, Active Campaign. Next step was:
- Import their database
- Upload all their emails
- Build in personalization, etc
- Build out campaign workflows
- SFTP integration for signups.
Once this was all approved away we went. It was just a case of monitoring things and sending campaign reports, which Active Campaign does really well.
This was a short project with a company I have always admired. Sadly it was a fleeting brief engagement but I gave ServiceNow a great price and delivered what they wanted on a brand new platform to me. I hope to work with them again.
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VMware
VMware believe that software has the power to unlock new opportunities for people and our planet. They look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Their compute, cloud, mobility, networking and security offerings form a digital foundation that powers the apps, services and experiences that are transforming the world.
Every day, they work to solve our customers’ toughest challenges through disruptive technologies like edge computing, artificial intelligence, blockchain, machine learning, Kubernetes and more – to define the digital foundation that will accelerate the next wave of innovation.
Client Challenge
VMware needed an Eloqua partner to deal with all their day to campaign execution as well as handle their much larger annual lead nurture programs. Since it was VMware the challenge they had was with volume. They had emails going out in 28 languages. On top of that multiple platforms that they were marketing, they were on Eloqua 9, had a database size of 6 million which of course dramatically slowed their system down.
Approach
Day to day business campaigns needed a well thought, automated campaign delivery process. As such one was created using Zoho ticket. That was the easy part.
When the major campaign for the year hit this was a huge effort. I only had a small team and had to enlist the help of a friend of mine, Chris Corney, fly him out of Singapore and back to Britain for a few weeks.
In the end we got the campaign delivered on time, in budget but yes, it was a rollercoaster.
Chris will hate me for saying this but he met a friend of mine who was on the team, they fell in love, both moved back to Singapore and now on to Dubai. That project and client will always remind me of that!
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Aberdeen Standard Life Inmvestments
Aberdeen Standard Investments is dedicated to helping investors around the world reach their desired investment goals and broaden their financial horizons. To achieve this, they offer a comprehensive range of investment capabilities, as well as the highest levels of service.
Overall, they manage £455.6bn (€501.2bn/$562.9bn)* on behalf of clients in 80 countries. In managing these assets, they employ over 1,000 investment professionals and provide client support from over 40 client relationship offices globally.
Client Challenge
Sony Professional Services Europe is the leading provider and innovator in AV and IT solutions across a broad range of sectors, including Media and Broadcast, Sports, Theatre, Healthcare and the Corporate and Education markets.
With a winning combination of technology and creativity, Sony partners with businesses to push boundaries and drive innovation, offering transformational customer services and solutions.
Approach
Sony Professional Services Europe is the leading provider and innovator in AV and IT solutions across a broad range of sectors, including Media and Broadcast, Sports, Theatre, Healthcare and the Corporate and Education markets.
With a winning combination of technology and creativity, Sony partners with businesses to push boundaries and drive innovation, offering transformational customer services and solutions.
Impact
Sony Professional Services Europe is the leading provider and innovator in AV and IT solutions across a broad range of sectors, including Media and Broadcast, Sports, Theatre, Healthcare and the Corporate and Education markets.
With a winning combination of technology and creativity, Sony partners with businesses to push boundaries and drive innovation, offering transformational customer services and solutions.
Blah Blah
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Sony Professional Services Europe
Sony Professional Services Europe is the leading provider and innovator in AV and IT solutions across a broad range of sectors, including Media and Broadcast, Sports, Theatre, Healthcare and the Corporate and Education markets.
With a winning combination of technology and creativity, Sony partners with businesses to push boundaries and drive innovation, offering transformational customer services and solutions.
Client Challenge
Sony decided to adopt marketing automation across the different product lines that they had. Each product line previously worked in a silo and had their own creative agencies, email platforms and marketing teams. The vision was to streamline this all and have all campaigns being executed using one technology agency and two creative agencies.
The different marketing teams did not like this approach so the CMO got rid of pretty much every single member of the entire marketing department. He then recruited some heavy hitters on staff to wield these agencies and then build Sony marketing department 2.0. A marketing department that was all about marketing automation.
They also wanted to harness the power of Eloqua to create lifecycle campaigns which would be fully automated of the back of an integration between Eloqua and SFDC. This was an ambitious project which I have written up in my blog. In the end it won the best lead nurture program in the Oracle Markie awards and was producing and additional, fully attributable to campaign, £1 Million per month.
Approach
Campaign execution was streamlined utilizing a ticketing system, not too dissimilar to the one that Pl8ypus agency are using. It eliminated error with sends because all emails and deployment methods were standardized for Eloqua campaigns. It also allowed for an audit trail allowing, at a glance, Sony to see the status of all their campaigns.
Development was very different. There were two major initiatives. One was a lifecycle campaign for videographers. Videographers were business that purchased Sony video recording equipment.
Sony videographer lifecycle campaign
The lifecycle of a Sony video camera was set to two years. This allowed for three distinct phases.
The first phase was getting started. The getting started campaign was a series of emails that would be pointing their new customers to product information, showing them educations videos and getting them to sign up to the various user forums they might be interested in.
The second phase was mid lifecycle. When contacts were in this phase they were generally sent the monthly newsletter.
Finally end lifecycle. End lifecycle kicked in about three month before the two year point from when they purchased, which was also when their warranty would run out. Contacts would get sent a series of communications about their product and what additional features the next generation product has, this putting Sony and the project at the forefront of the clients mind.
Sony PrimeSupport
The offshoot of the Sony videographer campaign was what if contacts did not purchase a new product? The catch all for that was to automate emails getting sent out to allow clients to extend their Sony PrimeSupport warranty by another two years with the dealer that they originally bought from.
Impact
Campaign execution was streamlined, no email errors occurred with the efficient, robust system and processes that were put in place. Sony had us do all their Eloqua campaign execution work. These processes combined with a no nonsense rate card, a very favourable hourly rate and a 3 day SLA ensured that Sony had no problems at all with campaign execution.
The development projects generated serious amounts of revenue for Sony. These pioneering projects were then rolled out on to Sony’s other product wings.
Sony was an absolute pleasure to have a client. Pro-active and not afraid to try new things, together we achieved amazing projects together.
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