The final preparations are under way for next month’s B2B Summit EMEA in London, where it will be my distinct pleasure to present the Forrester B2B Return On Integration Honor and Program Of The Year Awards for EMEA. The Return On Integration Honor recognizes business transformation designed to maximize customer value and drive internal alignment, while the Program Of The Year Awards commend successful, best-practice program implementations that drive meaningful results for organizations.
We’ve just announced the winners, and they will be sharing their stories on the B2B Summit mainstage, providing the opportunity to learn more about the innovative approaches they adopted in pursuit of their business goals. Here’s a quick look at the winners and what they did to claim their prestigious accolades!
B2B Return On Integration Honor: Shell Fleet Solutions
Providers of vehicle mobility solutions including fuel cards, road services, and carbon-offset offers, Shell Fleet Solutions seeks to improve fleet management efficiency and de-carbonization. Shell realized there was a disconnect between their sales and marketing efforts, with activities focused on leads and individuals rather than recognizing the wider buying groups involved in purchase decisions. In response, Shell combined account, contact and buying group behavioral data to better understand customer behavior, alongside a content engine to deliver personalization based on these insights. This adoption of the B2B Revenue Waterfall and B2B personalization improved sales and marketing alignment, increased customer value and delivered on revenue objectives.
Program Of The Year Award: Infocert
As Europe’s largest qualified trust service provider, Infocert is a highly respected digital certification authority across a range of industries around the world. The company had recognized that its lead management processes were fragmented and misaligned, with the result that targets were not being met. This necessitated an overhaul of their go-to-market approach that spanned buyer persona identification, campaign planning and execution, and lead handling. The outcome has been a dramatic improvement in lead generation, quality and conversion rates that highlight the importance of cross-functional alignment and have made a real difference to Infocert’s business.
Program Of The Year Award: Cora Systems
Cora Systems, a worldwide leader in strategic project and portfolio management solutions, works with some of the largest enterprises across Europe and North America. It was clear that friction across their revenue teams together with an inability to demonstrate the value of marketing had resulted in below expectation outcomes. This necessitated an increased in lead quality and quantity through a transformation of their pipeline generation strategy that entailed improved revenue team collaboration, better data usage and above all staying the course while changes came to fruition. Among the many benefits of this initiative has been a significant uplift in average deal size and improved recognition for the marketing team.
Join me at Forrester B2B Summit EMEA in London October 7-9, and as a digital experience, when I’ll be inviting the Forrester B2B Return On Integration Honor and Program Of The Year Awards winners on stage to tell us in their own words what they did and how you might be able to replicate their success.
