360 Degrees

The Full Story

Overview

SAS Software turned to Seraph Science to help them build a community of senior executives to establish better relationships within their priority accounts. They strategised to create a community, The Boardroom Club, that helps senior executives of the FTSE350-sized organisations make better, more profitable decisions. This strategy produced 143 appointments, 102 report interviewees and 385 event attendees. The community has now expanded to a dynamic group of 650 members.

Who is Appian?

Appian is the market leader in modern Business Process Management software. They deliver unique capabilities by combining proven expertise in improving how work gets done with their industry-leading innovations in social collaboration, enterprise mobility and portable on-premises/cloud computing.

Appian gives you everything you need to drive better business decisions, actions and results. All the data, all the processes, all the documents and all the collaborations – in one environment, on any device through a simple social interface.

Appian is a software company that orchestrates business processes. The Appian Platform empowers leaders to design, automate, and optimize important processes from start to finish. With our industry-leading platform and commitment to customer success, Appian is trusted by top organizations to drive transformational process change.

The Challenge

As a software company, Appian are constantly striving to generate high quality leads and turn them into valuable sales pipeline. Their long-term goal is to increase revenue, add more heads to their team and generally grow the business as a whole.

A subset of this challenge is improving their sales processes and stepping up the sales teams into close deals quicker.

The Strategy

In order for Appian to get face-to-face with senior decision-makers within high-value organisations and speed up the sales cycle, the Change Makers Club was created.

The club’s mission is to bring together business leaders who are leasing change within their own organisations. We targeted senior decision-makers at an operational level within the financial sector. The first club dinner was run on the 8th of October and attracted senior decision makers such as Group Communication Manager of Santander and Head of Organisation and People from Equity Group.

The Solution and Desireables

Since the very first club dinner, we’ve connected Appian with the likes of Nationwide, Barclays, Aon and RBS to name a few.

At the time of writing, they are close to closing a sic figure deal with UKTV as well as several other organisations that they have built intimate relationships with thanks to the Seraph Science methodology.

“Seraph helps us with one of our biggest challenges; engaging CxOs. Their work has been pivotal in giving us access to senior execs”

Darren Upson, EMEA Marketing Director, Oracle NetSuite

“The best networking forum I've been to for a long time. Will definitely be signing up for the next one!"

Club Member, Anonymous

“The opportunity to meet other [business] leaders was excellent. I congratulate you on this Club and look forward to seeing you again"