Hiviz Marketing

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• Centrix
• Liquidware Labs
• ScriptLogic
• VirtualizeIT
• Vizioncore

Hiviz Marketing Case Study - ScriptLogic

The Situation

ScriptLogic had been represented in the EMEA market by a number of distributors and whilst the distributors had access to marketing funds, they were not being driven and managed to utilise these funds in a productive, revenue generating way. In addition, ScriptLogic did not have the same brand awareness in the EMEA market as it did Stateside and therefore, also required a local resource to drive and implement a demand generation and awareness campaign in its’ key markets of UK and Germany. ScriptLogic hired hiviz-marketing to undertake an 18 month project to run its’ EMEA channel marketing and awareness campaigns during July 2005 – February 2007.

Deliverables

The key deliverables were formulating distributor marketing plans and driving execution of these plans, managing, conducting and implementing 2 annual partner conferences (the inaugural event setting the stage for a similar event in the US), plus hiring and managing a PR agency to raise the profile of ScriptLogic in the UK and Germany against set measurable targets of coverage, product reviews and customer case studies along with establishing both the VP Marketing (Mr. Nick Cavalancia) and Director of Product Management, (Mr. Jon Rolls) as thought leaders in the desktop management, security and virtualisation segment.

Outcome

During the timeframe of the contract, ScriptLogic grew its EMEA business to over 80% growth; achieved in excess of 250 press mentions, articles and features; gained market share from its main competitor; held 2 highly successful EMEA 2 day-partner events in London and Berlin; garnered over 1,000 leads from e-marketing campaigns and industry events such as IT Forum initiated by hiviz-marketing; implemented an advertising strategy that was a lead generation activity and production of 4 customer case studies.

Nick Cavalancia, VP Worldwide Marketing, comments, “The drive, enthusiasm and professionalism of Jane Rimmer from hiviz-marketing enable ScriptLogic to raise our profile within the end user community in EMEA but also, as importantly, she drove the channel marketing aspect of the business to ensure that marketing funds were not only utilised but measurements and metrics were in place to ensure these sacred funds did actually drive revenue. I enjoyed working with Jane and hope to be in a position to employ her services again at some stage in the future.”