How a Cloud ERP Company Generated 6 Figure Pipeline in 8 Weeks

NetSuite is a unified, cloud business management suite, integrating the power of ERP, CRM and Ecommerce all in a single database. They’ve been named by Gartner as the world’s fastest growing financial management system and provide software to companies such as Hailo, Groupon, GoPro, Mimecast and ESET.

The Challenge

NetSuite’s most challenging goal comes in the form of maintaining and increasing the high level of growth they’ve already achieved and penetrate new industries. Putting their heels into new markets is a critical part of their sales & marketing strategy, as well as increasing conversions from leads to prospects to customers.

They needed a solution that would not only raise brand awareness and thought leadership, but also give them high-quality leads in their current and future target markets. Our methodology was perfect for these new initiatives and would focus on the quality and value of leads rather than quantity.

The Ortus Club

In order to engage with NetSuite’s target senior decision makers, The Ortus Club was born. It was designed to explore and debate upon how to increase visibility and growth within the attendee’s organisations. This was all done in an environment that NetSuite could 100% control.

One particular dinner held on 21st May 2014 was targeted at the retail industry, discussing how multi-channel shopping has changed the industry over the last 12 months. This event was independently chaired by Andrew Gerrie, CEO of Lush Cosmetics, who provided valuable real-life insight into how Lush has already embraced multi-channel, and the benefits that they have achieved since this shift.

The Results

The attendees for each event have been CXO’s who were often not in an active buying cycle, and by establishing themselves as the authority within the industry on a burning issue, NetSuite were able to present a solid business case and convert leads into hot opportunities, generating significant sales pipeline, ensuring a strong ROI from each event.

Each dinner we hold for NetSuite and The Ortus Club yields consistent results, delivering pipeline worth hundreds of thousands of pounds for NetSuite’s sales team.

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