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Nuix & True Influence - SDSummit Case Study 2019 w/ Zehra Zaidi


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Nuix Case Study with Zehra Zaidi for True Influence at the SiriusDecisions Summit 2019 held in Austin, TX.

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Nuix & True Influence - SDSummit Case Study 2019 w/ Zehra Zaidi

  1. 1. NUIX’s Partnership with True Influence Zehra Zaidi Head of Marketing for the Americas and NUIX
  2. 2. Agenda Our History The Challenges Our Goal Why True Influence? Using True Influence Expectations Challenges Impact The Future
  3. 3. Our History: Company Industry | 3 NUIX enables our customers to solve all their discovery, risk and compliance issues. In general, although industries and challenges vary, our customers need to collect and review data in real time in order to protect and grow their business. We serve law firms, Fortune 1,000 organizations, as well as Federal, State and local agencies.
  4. 4. Our History: True Influence | 4 NUIX started with Content Syndication and ActiveBase one year ago. NUIX needed a more Robust pipeline.
  5. 5. The Challenges Some of the main challenges were: 1. Building a pipeline for marketing leads in a short amount of time. 2. NUIX was historically an event organization. We needed to shift to a digital marketing format. | 5
  6. 6. Why True Influence? | 6
  7. 7. Why True Influence? There was no shortage of sales reps wanting to sign up NUIX. True Influence stood out because of their commitment to excellent data quality.
  8. 8. Why True Influence? 1. True Influence understood the challenges NUIX faced. 2. True Influence had solutions ready to meet those challenges. 3. ActiveBase stood out compared to the solutions from other vendors. 4. True Influence took the extra step to verify contact data. | 8
  9. 9. Why True Influence? 5. True Influence provided intelligence that could be used by Sales reps. 6. They helped NUIX understand our potential customers better. 7. True Influence provided information to help NUIX segment the marketing efforts. | 9
  10. 10. Using True Influence | 10
  11. 11. Using True Influence It helped us refine our ideas on what it means to “market”. Information coming through ActiveBase helped us tweak our demand generation programs. We launched ActiveBase and it worked well right from the start.
  12. 12. | 12 True Influence has done a great job providing intent signals, data and information that has helped us continually refine and reform our efforts.
  13. 13. Expectations | 13
  14. 14. Expectations Benefits of using the ActiveBase Solution: 1. Consistent flow of demand generation at various stages of the funnel. 2. Allows us to “amp up” efforts for specific funnel stages. 3. Flexibility to rev up or rev down. 4. Maximum impact in a short amount of time.
  15. 15. Challenges | 15
  16. 16. Challenges Needed to educate the Sales and Marketing teams on how to best use the data. The True Influence customer service team helped this process move along.
  17. 17. Impact | 17
  18. 18. Impact The programs provided by True Influence have: 1. Increased demand generation 5x 2. Provided faster demand generation to all stages of the funnel
  19. 19. The Future | 19
  20. 20. The Future: True Influence 1. High satisfaction with ActiveBase 2. NUIX works well with the True Influence team 3. Transparent process and education 4. Commitment to high-quality data 5. Guaranteed demand generation 6. High overall customer satisfaction Kudos to the True Influence team – and ActiveBase Can’t wait to see what they will do next!
  21. 21. The Future: Goals for NUIX When I work with a partner or a vendor, I am always trying to learn, and True Influence has been great with showing me valuable tools.
  22. 22. Our Recommendation 1. Start working with True Influence immediately 2. Be open about your company’s goals 3. Be transparent with which personas you want to target 4. Be open with your potential challenges True Influence has been a great partner. | 22
  23. 23. Thank You | 23