Fujitsu shows ABM skills
Fujitsu needed a customer-centric strategy that spoke to decision makers outside of the IT department. Only then could it deepen existing relationships, create new name engagement with existing accounts and instigate new conversations.
The Challenge
Reaching beyond the IT department. Fujitsu’s IT solutions touch the lives of millions of people every day – from passport applications and shop checkouts to broadband and fraudproof cash machines. The utilities and built environment sector represents a huge growth opportunity – a potential multimillion-pound sales pipeline – for Fujitsu. To prosper, however, Fujitsu first needed a customer-centric strategy that spoke to decision makers outside of the IT department. Only then could it deepen existing relationships, create new name engagement with existing accounts and instigate new conversations.
The Approach
Finding key influencers for Fujitsu. By creating thought leadership assets around the manufacturing and engineering skills crisis – an issue of material significance to the sector – Momentum helped Fujitsu identify and reach key influencers. Organic and paid-for campaigns combined with social media monitoring to provide a complete response.
The Impact
Huge increase in engagement.The program targeted 70 utilities and reached an audience of +130,000 stakeholders. This resulted in a 1,400% uplift in web traffic, a nine-fold increase in blog posts views and nearly 100,000 page impressions from our target audience. In total £600 million worth of pipeline leads have been generated by the program with a revenue value of over £50 million.
