.svg)
US IT player focusing on helping large companies unlock data to drive decision making.
About the client
TIBCO, a business unit of Cloud Software Group, has helped global enterprises solve their most complex business challenges with mission-critical solutions for over 25 years. Today, the TIBCO® Platform delivers industrial-strength capabilities that meet the highest performance, throughput, reliability, and scalability needs—while offering a wide range of technology and deployment options to deliver real-time data wherever and whenever it’s needed most.
TIBCO is US based with over 3000 employees worldwide.
Responsible team
Challenges
TIBCO were launching a new software product called Data Virtualization that helped organizations pull data from multiple sources effortlessly into a single view - driving decision making.
Their team were looking to get in front of enterprise decision makers in a short timeframe to boost sales pipeline.
They needed assistance driving new, qualified, meetings for their sales teams.
Solutions
Our team made a list of companies that had a turnover of $500+ million across telco, banking, insurance, energy, healthcare, travel and manufacturing in Singapore, Australia, Hong Kong and Indonesia.
In collaboration with the client, we meticulously identified ICPs, focusing on decision-makers and stakeholders such as:
- Chief Data Officer
- Head of Data
- Head of Digital Transformation
- Head of Innovation
- Head of AI
In the larger companies, we also targeted manager level titles to improve chances of acceptance and success. Very often it is that level that has the pain-point to solve.
TIBCO wanted us to focus purely on LinkedIn as a channel and we deployed 3 optimized LinkedIn profiles. Our team created multiple campaigns targeting the different departments we were focusing on, each with specific messaging resonating with those department heads.
Results
- Our campaign achieved an average connection acceptance rate of 35% and a reply rate of 5%.
- We targeted 2500 leads in total.
- In 3 months, we secured 28 appointments
- Our collaborative approach led to several promising ongoing conversations and proposals.
Shortly after, TIBCO was acquired and restructured.
.svg)
.svg)
.svg)
.svg)