Unifying Revenue Teams with IoT: BluJay's Comprehensive ABM Strategy with 6sense
Technology Category
- Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries
- Cement
Applicable Functions
- Logistics & Transportation
- Sales & Marketing
Use Cases
- Supply Chain Visibility
About The Customer
BluJay Solutions is an international supply chain software provider. The company offers a connected network and SaaS platform designed to help businesses seize opportunities, predict disruptions, and drive efficiency and sustainability. BluJay has a global presence, with revenue teams based throughout the world, often working out of sync in different time zones. The company was facing challenges in aligning revenue team priorities and efforts across sales and marketing, and was in need of a new, more efficient marketing strategy.
The Challenge
BluJay Solutions, an international supply chain solutions provider, was grappling with the challenge of aligning revenue team priorities and efforts across sales and marketing. Their marketing strategy was primarily batch-and-blast, which often proved to be frustrating, inefficient, and expensive, delivering less than stellar results. The company was ready for a new approach. However, BluJay's global presence added a layer of complexity to marketing and sales alignment. The company had revenue teams based throughout the world, often working out of sync in different time zones. This necessitated a solution that could cater to the specific needs of each region while ensuring transparency and consistency across all teams.
The Solution
BluJay Solutions turned to 6sense for a solution. 6sense provided an intuitive ABM orchestration platform that quickly became core to BluJay's go-to-market strategy. With segmentation analytics and campaign modules, BluJay was able to segment its target markets with far more accuracy than before. This platform also provided insights into what was resonating with those audiences. BluJay's champion of ABM, Andrea Feldman, worked to unite the disparate players across the revenue team, using data and metrics to prove why BluJay needed to implement a strong ABM strategy. The focus was on building a comprehensive ABM strategy across the revenue team, transitioning to a metrics-based marketing strategy, and growing the number of accounts.
Operational Impact
Quantitative Benefit
Case Study missing?
Start adding your own!
Register with your work email and create a new case study profile for your business.
Related Case Studies.
Case Study
System 800xA at Indian Cement Plants
Chettinad Cement recognized that further efficiencies could be achieved in its cement manufacturing process. It looked to investing in comprehensive operational and control technologies to manage and derive productivity and energy efficiency gains from the assets on Line 2, their second plant in India.
Case Study
Digital Transformation of Atlanta Grout & Tile: An IoT Case Study
Atlanta Grout & Tile, a Tile, Stone & Grout restoration company based in Woodstock, Georgia, was facing challenges with its traditional business model. Despite steady growth over the years, the company was falling behind the web revolution and missing out on the opportunity to tap into a new consumer base. They were using independent software from different vendors for each of their department information and workforce management. This resulted in a lot of manual work on excel and the need to export/import data between different systems. This not only increased overhead costs but also slowed down their response to clients. The company also had to prepare numerous reports manually and lacked access to customer trends for effective business decision-making.
Case Study
Revolutionizing Construction Equipment Rental: A Case Study on ProsRent and ENO8
ProsRent, a startup that won the 'Best Financial Opportunity' and 'Best Pitch' at CodeLaunch 2016, aimed to revolutionize the way construction professionals source and rent heavy equipment. In the construction industry, project managers and contractors typically rent heavy equipment from supply companies. However, predicting inventory can be challenging, and finding the required equipment at the right time and place can be a hassle. If the preferred vendor doesn't have the required equipment, it results in wasted time and money in searching for it, often leading to higher costs due to non-preferred rates and increased delivery costs if the vendor is located far from the job site. Suppliers, on the other hand, desired access to a wider base of trusted renters that they didn't have to vet themselves and wanted to offer dynamic rental pricing based on demand and availability in their market. ProsRent's challenge was to produce a minimum viable product that was fast and first to market but also strong enough to engender loyalty and repeat business from the target market.
Case Study
AI-based Automation for Commercial Office HVAC: A Verdigris Case Study
Modern buildings are required to run longer hours, support a variety of end uses, and contribute to higher levels of economic productivity, leaving a thin margin for error. However, even the most advanced building and environmental control systems have failed to adequately support facilities and operations management. Buildings are often inefficient and the people using them are underserved. To meet occupant comfort and maintain cost and energy efficiency, a dynamic, AI-assisted approach is needed.
Case Study
Revamping EE's Legacy ERP: A Case Study on BT's Strategic Transformation
EE, even after its merger with BT, was operating its ERP estate on legacy infrastructure, hosted on the premises of a third-party supplier. This outdated system resulted in a volume-based operational model, higher time to market, longer delivery cycles, and unsatisfactory customer experience. BT recognized the need for a strategic transformation of these aging ERP systems and sought a partner who could proactively manage application services. The partner was also expected to handle development requirements associated with application management services, drive accountability, and ownership with a time and target-driven transformation of these services. BT's primary goals were to improve customer experience, reduce cycle time, and measure these improvements with precision.
