Driving High-Value Infrastructure Dialogue in Competitive IT Markets

3 min read

The company faced challenges meeting the right decision makers from Enterprise-level and Commercial High companies using traditional lead generation tactics like telemarketing.

About Pure Storage

Pure Storage is an enterprise IT company that develops all flash data storage hardware and software solutions. Our solutions are tailored for companies that need  large data storage solutions. That’s why we work together with Aurora Live to reach out to Enterprise-level and Commercial High companies. In the Swedish market, we are focusing on for example, the finance, healthcare, and manufacturing industries. In the Nordics, managed service providers are very interesting companies as well,  as our solutions fit perfectly for their business. Of course, we’d love to reach out to C-levels, but we never exclude speaking to influencers as well.

“I think your platform is perfect for having short meetings with C-levels and decision makers, and it’s one of the reasons why I work together with you.” - Marwin Kroon, Field Marketing Manager Nordics at Pure Storage

How Pure Storage works with Aurora Live

• Planned and arranged introductory virtual meetings with the right target audience

• Saved Pure Storage time by connecting them to their ideal prospects

The Results

• Pure Storage found the short virtual meetings effective for introducing themselves to new decision makers

• Approximately 75% of those meetings have resulted in follow-ups

• Our meetings connected Pure Storage to prospects right away without them having to speak to other company representatives first

The Solution

Getting Pure Storage in Front of the Right Decision Makers

It’s very difficult to get in contact with the right targeted people within the market through one single activity. Nowadays, you really need to find different ways to  each them (multiple touch). I‘ve been doing this job for almost 13 to 14 years, and I think 10 years ago, I would survive with telemarketing, but it’s not the case  today. That’s why the short introduction meetings you provide are very welcome. You just need time to briefly present who you are and how we can support them
with their IT challenges.

Quality of Meetings and Prospects

I’ve gotten good feedback from my account managers that they actually sit down with the correct people and have good introduction meetings. This gives them the stage to have a follow-up meeting. Around 75% will meet the expectations of the account manager. And they will have their first good introduction meeting, of course, they would love to have more time. But the most important thing is that they‘re talking to the right people and secure a follow-up meeting to hit those targets.

Quality of Meetings and Prospects

I’ve gotten good feedback from my account managers that they actually sit down with the correct people and have good introduction meetings. This gives them the stage to have a follow-up meeting. Around 75% will meet the expectations of the account manager. And they will have their first good introduction meeting, of course, they would love to have more time. But the most important thing is that they‘re talking to the right people and secure a follow-up meeting to hit those targets. From a marketing perspective, that’s very important because one of my jobs is to get our Account Managers in front of the prospects.

Looking Head

Our average sale cycle is quite long, at least half a year. I do know we’ve closed some deals a year into working with you. We’ve been working more closely together these past few months so I‘m hoping to see serious results by the end of the year.

Key Takeaways & Next Steps

Why Pure Storage Chose Aurora Live: