SuccessFactors provides the SuccessFactors HCM Suite, a leading cloud-based human capital management (HCM) solution. SuccessFactors helps HR drive business execution with solutions that optimize the workforce today and prepare it for tomorrow.
After SAP acquired SuccessFactors in early 2012, a top priority became revamping the SuccessFactors website to address a number of challenges, including:
To oversee the effort, the company recruited Sean Browne, now senior director of web marketing for SuccessFactors. “Targeting is fundamental to the way we sell—for acquiring new customers and upselling,” explains Browne. “To support that I had the advantage of being able to revamp the entire site and put it on a new platform.”
To meet SuccessFactors’ marketing challenges, Browne deployed the Adobe Experience Manager web content management platform, and shortly thereafter he discovered Demandbase, which integrates seamlessly with Adobe tools. Browne had never seen the capability that Demandbase provides to target anonymous visitors and it really impressed him. “I saw Demandbase in use at Adobe,” notes Browne. “So, when we first migrated to Adobe Experience Manager, I said, ‘We’ve got to get this,’ and we licensed analytics and content right away.”
SuccessFactors architected its new website with Demandbase in mind. “We were eager to launch the site with Demandbase,” Browne continues, “and have dynamic, targeted promotions.” The Demandbase B2B Marketing Cloud provided:
After deploying the Demandbase B2B Marketing Cloud, SuccessFactors was able to prove the value of account-based marketing supported by targeting and personalization. “Working with Demandbase absolutely helped us align marketing with sales,” Browne comments. “We can show the sales team which companies come to the site and work with them to create effective campaigns that run across the website.”
With the help of Demandbase, SuccessFactors achieved:
Demandbase also impressed Browne with its increasing global reach, which presents greater opportunities to engage with sales on a worldwide basis. “I had someone in a sales meeting say, ‘Well, what about companies in the United Arab Emirates’,” recalls Browne. “Demandbase identified quite a few and that really captured their imagination.”
“I truly believe Demandbase can make marketing a hero to sales,” concludes Browne. “It’s great to see Demandbase credited in our quarterly business reports where a program has driven growth in our pipeline.”
Targeting and personalization drives engagement, leads and conversions at SuccessFactors.