NEC Case Study with Bryan Williams for True Influence at the SiriusDecisions Summit 2019 held in Austin, TX.

1. NEC
Bryan Williams,
Director of Marketing
NEC Corporation of America

2. 2 © NEC Corporation of America 2019 NEC Group Internal Use Only

4. Agenda
Who is NEC?
Working with True Influence
The Journey
The Results
The Future

5. Who are we?

6. 6 © NEC Corporation of America 2019 NEC Group Internal Use Only
Who are we?
▌NEC is a leading Technology Integrator of B2B
Technology Solutions.
▌This ranges from Communication Solutions, Facial Recognition
and Biometric Technology to Storage and Data Center oriented
Technologies that lend themselves to B2B, so the end user can
conduct business to their end customers.
▌Our focus is on making the experience for the end user’s
customers safer, secure, and efficient.

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Goals for Our End Users:
Being able to conduct business without failure
and without issue.
Provide an integrated customized experience.

8. Working with True Influence

9. 9 © NEC Corporation of America 2019 NEC Group Internal Use Only
How Long Have We Used True Influence?
We’ve used True Influence and
the PersonaBaseTM solution for
the past 12 to 18 months and
continue to use both currently.

10. 10 © NEC Corporation of America 2019 NEC Group Internal Use Only
Issues That Needed Addressing
1. We wanted to add new business to our client lists.
2. We wanted to find the right prospects to turn into customers.
3. We wanted help in identifying those hand-raisers who wanted
to provide an overall better experience for their customers.

11. 11 © NEC Corporation of America 2019 NEC Group Internal Use Only
Why PersonaBaseTM was the Right Solution
We at NEC pride ourselves on giving our
customers a better experience, and were
looking for a company to work with that
had the same level of concern for their
customers. True Influence met that
critical criteria.

12. 12 © NEC Corporation of America 2019 NEC Group Internal Use Only
Why PersonaBaseTM was the Right Solution
NEC looked at other companies, and attempted to do
research with internal stakeholders.
After looking over the proof of concept True Influence
offered, we concluded True Influence was a good fit.

13. The Journey
How We Leveraged PersonaBaseTM
in Our Day-To-Day Process

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Marketing Efforts In Two Categories:
▌Organic Activities
These individuals come to us organically
without direct outreach.
▌Paid Activities
This category is filled by True Influence (a
business partner) trusted with the task of
generating content data and pipeline
creation.
The success we have experienced has
allowed us to take the data and use it in
filling our pipeline on a day-to-day basis.

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Paid Activities
▌New data comes in using the PersonaBaseTM solution
▌Data is provided to the NEC Inside Sales team
▌We make appointments at the funnel stage appropriate
to the offering
▌We walk our data through an email marketing platform
to nurture those individuals that have spiked interest.

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Any Challenges?
▌We at NEC obviously had to make
some internal adjustments to create a
cooperative synergy in order to
maximize the use of the intent data.
▌NEC initially worked with the True
Influence team to create a synergy
between the PersonaBaseTM solution
and our Sales team.
▌True Influence continues to be there,
ready to engage if problems arise.

17. The Results

18. 18 © NEC Corporation of America 2019 NEC Group Internal Use Only
What Are The Results?
Since leveraging the True Influence platform, we have noticed
an uptick in our appointment setting. NEC has seen several
large customers come through the door.

19. 19 © NEC Corporation of America 2019 NEC Group Internal Use Only
What Are The Results?
True Influence is being used to:
Segment the NEC Audience
Target the NEC Audience
Populate the NEC Audience with timely content

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What Are The Results?
Satisfaction Level: Ecstatic!
Using the PersonaBaseTM platform, True Influence
has given NEC a visibility we did not previously
have, to turn our prospects into potential
customers.

21. The Future

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Future Goals with PersonaBaseTM
▌Working with True Influence has changed the
way we do business.
▌True Influence’s Contact Verification has given
NEC the confidence to know we are engaging
with the right person: the decision-maker or
the appropriate influencer.

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Future Goals with PersonaBaseTM
Comparing True Influence to other service providers,
we found that True Influence cares about NEC as
much as NEC cares about their customers.
As part of a marketing ecosystem, it is important
to have a vendor like True Influence.
That is why we at NEC continue to work
with the True Influence team.

24. To learn more:
visit: www.trueinfluence.com | phone: 1-888-301-
4758