EQALIS, a progressive big data solutions technology provider and leading UK Splunk (www.splunk.com) partner, planned to triple in size in just 4 years and needed to be ambitious with marketing.
Tripling in size
To triple in size in such a short space of time, they had to build on customer relationships and grow the customer base, so needed to give focus to marketing. Lacking the internal time, skills and strategy and needing to focus investment in critical service delivery headcount, outsourcing marketing was the best option.
Getting a grip
Our first step was to get a firm grip on the EQALIS proposition, technologies, and market opportunity. We developed new business messaging, conducted a brand refresh, devised a web strategy and delivered a new site goaled with driving market education, knowledge share, database building and new business generation. Inputting to sales strategy we built customer acquisition campaigns, improved the telesales operation and launched new vendor relationships and products.
Supporting commercial goals
The new positioning, brand, web presence and case studies meant that the EQALIS brand was able to punch well above its weight driving customer interest and loyalty. Our online resource centre and website tripled the time spent on site and drove a 50% increase in return visits. All marketing activity was there to support and drive commercial goals, which it did (with ROI stats to demonstrate success). The quality and quantity of the work done by SHC supported the sale of the business in late 2013 to Accumuli Security.