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
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