Crafting a compelling story
Based on customer interviews, we developed a story-line based on unique business processes to convey the value of the solution
RecVue Customer Success Video and Case Study
To position the company effectively to large enterprises that were adopting complex recurring billing practices, RecVue needed showcases of the success that their customers had with the solution.
Key Challenges
Beyond implementation and use, there were no specific and compelling success measures identified by the company
While customers were happy with the solution, they were not yet able to articulate its value
Most customers had different use cases for the solution, so there was no common framework to measure success
In-depth interviews
We met with several members of the customers’ teams to gain in-depth knowledge of their use cases to identify specific measures of success.
Leveraging our expertise in software and business processes, we delivered high-impact case studies with metrics that improved the sales pitch and supported revenue.
Outcomes
Customers used the success measures to deploy the solution to additional lines of business, boosting expansion revenue
The success measures supported an improved competitive position for the company, influencing analysts to improve the solution’s rankings
The case studies helped sales to establish credibility with large enterprise buyers, improving the sales cycle
I've worked with the team at Emerald Hill Marketing at two different companies and will definitely use their services again. Emerald Hill Marketing transforms the brands of new technology companies to help them engage with enterprise buyers. They helped us to establish a marketing strategy that put our unknown company on the map, attracted senior executives from our competitors, and earned strong reviews from industry analysts. They also helped us to implement a demand generation function that overachieved our sales and marketing targets.
Aimee Caton, Director of Marketing, Performio
