Demandbase Case Studies Sagility's Successful Transition to Account-Based Marketing with Demandbase

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	Sagility's Successful Transition to Account-Based Marketing with Demandbase Demandbase

Sagility's Successful Transition to Account-Based Marketing with Demandbase

Demandbase

Applicable Industries	Finance & Insurance Healthcare & Hospitals
Applicable Functions	Sales & Marketing
Use Cases	Time Sensitive Networking Usage-Based Insurance
Services	Cloud Planning, Design & Implementation Services Training
Challenge	Sagility, a global healthcare services company, was struggling with its sales and marketing outreach. The company offers a wide range of services to a diverse spectrum of businesses, making it challenging to tailor their outreach and messaging to each. Prior to the arrival of Kevin Nolan, the Global Head of Healthcare Marketing, Sagility focused on three large health insurance plans and expanded to new logos only when a champion from one of those organizations moved to another. The concept of outbounding for new business did not exist. Furthermore, Sagility was heavily reliant on luck to open doors, often learning about a Request for Proposal (RFP) during a call with a prospect or as an offhand comment at a trade show. Kevin was looking for a solution that would enable him to personalize outreach programs for very specific audiences and end their reliance on luck. Read More
About Customer	Sagility is a half-billion dollar global company that provides a wide variety of services to the healthcare industry. They handle member calls, claims processing, adjudication, provider database management, and more for health insurance companies. On the hospital systems side, they help hospitals recoup money for denied claims. The company offers dozens of services to a diverse spectrum of businesses. Prior to implementing Demandbase, Sagility focused on a core of three large health insurance plans and expanded to new logos only when a champion from one of those organizations moved to another. Read More
Solution	Sagility implemented Demandbase One with ABX Cloud and Advertising Cloud to refine their target audiences and reach people who wouldn’t respond to phone calls and other forms of outreach. They used intent data to identify in-market accounts, putting them ahead of the RFP curve. The intent data also proved valuable for sales call preparation, allowing them to align their discussions with the content the prospect was consuming. Demandbase's ability to finely segment audiences and personalize outreach was a key attraction for Kevin. Despite the lengthy approval process, Kevin was impressed with the patience of the Demandbase sales team and the wide variety of services offered by the platform. With Demandbase, Sagility was able to segment their audiences and target them with personalized ads. Read More Log in to view content
Contents

Applicable Industries

Finance & Insurance

Healthcare & Hospitals

Applicable Functions

Sales & Marketing

Use Cases

Time Sensitive Networking

Usage-Based Insurance

Services

Cloud Planning, Design & Implementation Services

Training

Challenge

Sagility, a global healthcare services company, was struggling with its sales and marketing outreach. The company offers a wide range of services to a diverse spectrum of businesses, making it challenging to tailor their outreach and messaging to each. Prior to the arrival of Kevin Nolan, the Global Head of Healthcare Marketing, Sagility focused on three large health insurance plans and expanded to new logos only when a champion from one of those organizations moved to another. The concept of outbounding for new business did not exist. Furthermore, Sagility was heavily reliant on luck to open doors, often learning about a Request for Proposal (RFP) during a call with a prospect or as an offhand comment at a trade show. Kevin was looking for a solution that would enable him to personalize outreach programs for very specific audiences and end their reliance on luck.

About Customer

Sagility is a half-billion dollar global company that provides a wide variety of services to the healthcare industry. They handle member calls, claims processing, adjudication, provider database management, and more for health insurance companies. On the hospital systems side, they help hospitals recoup money for denied claims. The company offers dozens of services to a diverse spectrum of businesses. Prior to implementing Demandbase, Sagility focused on a core of three large health insurance plans and expanded to new logos only when a champion from one of those organizations moved to another.

Solution

Sagility implemented Demandbase One with ABX Cloud and Advertising Cloud to refine their target audiences and reach people who wouldn’t respond to phone calls and other forms of outreach. They used intent data to identify in-market accounts, putting them ahead of the RFP curve. The intent data also proved valuable for sales call preparation, allowing them to align their discussions with the content the prospect was consuming. Demandbase's ability to finely segment audiences and personalize outreach was a key attraction for Kevin. Despite the lengthy approval process, Kevin was impressed with the patience of the Demandbase sales team and the wide variety of services offered by the platform. With Demandbase, Sagility was able to segment their audiences and target them with personalized ads.

Impact #1	The implementation of Demandbase One with ABX Cloud and Advertising Cloud has transformed Sagility's sales and marketing outreach. They are now able to parse their targets into highly refined audiences and reach people who wouldn’t respond to phone calls and other forms of outreach. The use of intent data has put them ahead of the RFP curve, no longer waiting for opportunities to land in their laps. The intent data has also proved valuable for sales call preparation, allowing them to align their discussions with the content the prospect was consuming. The ability to finely segment audiences and personalize outreach has made a significant difference in their marketing efforts. Furthermore, the patience and support of the Demandbase sales team during the lengthy approval process has set a gold standard in customer success.

Impact #1

The implementation of Demandbase One with ABX Cloud and Advertising Cloud has transformed Sagility's sales and marketing outreach. They are now able to parse their targets into highly refined audiences and reach people who wouldn’t respond to phone calls and other forms of outreach. The use of intent data has put them ahead of the RFP curve, no longer waiting for opportunities to land in their laps. The intent data has also proved valuable for sales call preparation, allowing them to align their discussions with the content the prospect was consuming. The ability to finely segment audiences and personalize outreach has made a significant difference in their marketing efforts. Furthermore, the patience and support of the Demandbase sales team during the lengthy approval process has set a gold standard in customer success.

Benefit #1	40% of a niche audience visited Sagility’s website for the first time on the first outreach.
Benefit #2	Roughly 10% of their targets visited their website after the announcement of a new product in a new industry.
Benefit #3	Sagility was able to reach 'unreachable' targets, typically vice presidents and higher, with their targeted ads.

Benefit #1

40% of a niche audience visited Sagility’s website for the first time on the first outreach.

Benefit #2

Roughly 10% of their targets visited their website after the announcement of a new product in a new industry.

Benefit #3

Sagility was able to reach 'unreachable' targets, typically vice presidents and higher, with their targeted ads.

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Overview

Sagility's Successful Transition to Account-Based Marketing with Demandbase

Operational Impact

Quantitative Benefit