Driving Strategic Cloud and Data Conversations with Enterprise Leaders

4 min read

The company was looking to make meaningful connections with the right people in a more virtually-driven new world dynamic.

About Nasuni

Nasuni is a leading hybrid cloud storage solution, that empowers business growth with effortless scalability, built-in security, and fast edge performance, using a  unique cloud-native architecture. Our Nasuni File Data Platform consolidates NAS and backup, eliminating data silos, making management easy and flexible,  delivering operational excellence to our customers. Nasuni’s built-in security, offers proactive defense and rapid recovery, lowering the risk of detrimental effects of  ransomware attacks and other disasters. Synchronized access to file data from everywhere, ensures user productivity by supporting remote and hybrid work. Data is optimized for content intelligence tools and AI workflows.

“Organizations worldwide rely on Nasuni, including leaders in manufacturing, construction, energy, consumer goods, and public sectors. We deliver services to over 70 countries.” - Ann Thueland, Senior Director EMEA Marketing for Nasuni

How Nasuni works with Aurora Live

• 300+ 1-to-1 virtual meetings with decision-makers in DACH, the Nordics and the UK

• In-person networking events with decision- makers in Stockholm and Germany

The Results

• Sales team gained direct access to their target audience via 15-minute introduction meetings, saving them valuable time and resources.

• Secured a business deal within 30 days with a customer they engaged with at ME’s in-person networking event

The Solution

Reviving Opportunities and Reaching Key Decision-Makers

Challenges in Reaching the Target Audience

We have seen the engagement dynamic with potential prospects changing after the pandemic. Where it was possible to meet relevant people at trade shows or our own events, attendance is much more unreliable, thus more challenging to get conversations going with the right audience.

Utilizing Aurora Live
For us, the benefit of Aurora Live is that we have access to a well-selected database in the space of our target audiences, enabling us to prioritize contacts based on their company profile or project information. That is a huge advantage. We are saving a lot of time as opposed to just going out there fishing in the wilderness.

Aurora Live has become an important part of our marketing mix. We see positive outcomes from the engagements, enabling us to continue the dialogue with the  accounts. We‘re very much looking forward to further collaboration with Aurora Live.

Turning Engagements into Business Opportunities

We have a fascinating story about your Executive Day in Stockholm that we attended. We actually had no expectations whatsoever of being able to have relevant conversations there, but nevertheless took the chance to attend. As it happened, one of our sales representatives had a very good conversation with someone from a company we had an engagement with before. This company then reached out two weeks later requesting a demo. The opportunity was, in the past, closely lost twice, meaning the chances to get back in there were slim. But based on that conversation we had at the Executive Day and follow-up activities, we were able to close a project in less  than 30 days. That was astonishing.

Experience at In-Person Executive Events

I‘m deeply impressed about the quality of the events that Aurora Live are setting up. The caliber of the speakers I saw at the Executive Day, the flawlessness of the 
execution, the atmosphere,  and the quality of the attendees were impressive.

Looking Ahead

The original intention was to add the specific mechanics of Aurora Live to our marketing mix and offer more direct meetings for our sales representatives, and, of course, hoping that this would convert into business. I think overall, the intent was met. We haven‘t closed quite as much business yet as we had wished. We‘ve also seen that there can be pitfalls along the way. Sometimes delegates cancel on us for different reasons. Sometimes our team is not making the right selection of delegates. But we have generated a pipeline from the engagements and have closed business, so we are very confident that it was the right decision to collaborate with Aurora Live.

Key Takeaways & Next Steps

Why Nasuni Chose Aurora Live