Strengthening CIO-Level Engagement Across Key Markets

3 min read

Commvault wanted to find an efficient way to connect with IT executives with the right investment needs and set up introductory meetings with them quickly.

About Commvault

Commvault is a leading data protection and management platform that helps organizations back up, recover, and securely manage their data across cloud and on-prem environments. Commvault aims to reach CISOs, CIOs, and CTOs. Although it’s not hard finding them on LinkedIn and websites, it’s challenging to set up appointments with them because it takes a lot of time. That’s where Aurora Live’ virtual meeting platform comes in handy.

“The platform is user-friendly, and we can look through the database of decision makers to find information on their needs and investment areas.” - Commvault’s Field Marketing Manager, Chris Herben

How Commvault works with Aurora Live

• Scheduled introductory virtual meetings with the right IT executives

• Provided a high-quality database of decision makers in our virtual meeting platform

The Results

• Commvault has secured 10 opportunities from the 24 meetings they’ve attended.

• Commvault could identify suitable decision makers efficiently in our database, saving them valuable time.

• Commvault’s salespeople were able to conduct efficient meetings through thorough support and preparation from Aurora Live’ customer  success team.

The Solution

Chirs introduced Aurora Live to Commvault as he had success working with us in his previous companies. At Commvault, the Netherlands team responded positively to the virtual meetings because we can have 1-to-1 meetings with the right decision makers at the right companies. We also participated in the Cloud Strategies  event and were happy that we could follow up with prospects we’ve met virtually in a physical setting.

“We just scheduled meetings in the Netherlands but we’re extending it to Belgium, Germany, Austria, Switzerland, and the Nordics as well. I’m looking forward to the meetings with ME Matchmaking based on the success I’ve had with Management Events in previous roles and the success we’ve had during the Cloud Strategies  event. Therefore, the new ME Matchmaking service is a top priority for marketing to make sure everything goes well. I think the most important part is that our  salespeople are prepared for the meetings. Your customer success team has been helpful with guiding the salespeople through the virtual meetings platform,  explaining the process clearly, and answering any questions they have.”

Pros and Cons of Virtual and Physical Meetings

The good thing about virtual meetings is you can be very direct, and you can also present your slides, which you cannot do at a quick physical meeting. Although physical meetings are preferred now because you can interact in person and people missed that, virtual meetings are more effective as you can prepare better,  you’re in your own environment, and you have more time. It’s also easier because we don’t have to travel as much. I think there are pros and cons of virtual and physical meetings; but only the future will tell which one works best. So far, the feedback on virtual meetings has been good.

“We secured 10 opportunities from the 24 meetings we’ve attended.”

Looking Ahead

Service worth recommending

Commvault would recommend Aurora Live’s service to other companies, but only with full cooperation from the sales team. They have to believe in the service in  order to prepare for the meetings. 

“I think Aurora Live’s virtual meetings package is a good marketing investment to get direct appointments with IT executives and I definitely recommend it.”

Key Takeaways & Next Steps

Why Commvault Chose Aurora Live: