Vertafore

Vertafore’s challenge was that despite being a large, global organisation, they had minimal brand identity in the UK. Vertafore needed to engage with senior decision makers and build awareness, focusing their limited bandwidth on closing the sale.

Following a strong recommendation, Vertafore approached Clarify directly to help them expand their ImageRight market opportunity. The Clarify team spent time understanding Vertafore’s clients, planning the detailed programme, adapting the propositions and messaging to meet their objectives and targeting a defined community to identify early opportunity and establish credibility. Vertafore required to speak only with C-Level contacts with the real business issues and budgetary control, to enable them to create their own opportunities rather than respond to RFIs. Calling on behalf of Vertafore, Clarify meticulously contacted all 2000 companies on their target list, building strong relationships and gathering information for opportunity identification.

Clarify have surpassed Vertafore’s expectations, successfully engaging at the required level and conducting business led conversations. This has built a long term partnership, with Clarify providing a fundamental sales support role, as well as creating awareness of Vertafore as a new name in the market. Vertafore and Clarify have successfully created momentum to proactively build their UK operation and Vertafore is now equipped to focus their sales resource on the opportunities that matter, including an early win worth over £100,000.