Beekeeper's Naturals, a company dedicated to sharing the benefits of propolis with North America, was seeking innovative ways to engage with their users and convert them into paying customers. They had been working with MuteSix, a premier Facebook advertising agency, and Octane AI, but were looking for new ways to leverage these partnerships to improve their advertising performance. The challenge was to find a new and innovative advertising channel that could help them engage with new and past website visitors who didn't make a purchase, and convert them into paying customers.

FEAT Socks, a Direct to Consumer (D2C) company, was founded in a dorm room by two entrepreneurs who noticed a market for unique and crazy socks. Within their first year, they managed to sell 20,000 pairs of socks from their backpacks and subsequently moved to Los Angeles to further expand their brand. Their success led to them being named in the Forbes 30 under 30. However, despite their success, they faced a challenge in connecting with more customers and recovering abandoned carts. They were constantly introducing new products to keep their offerings fresh and exciting, but they needed a solution to effectively follow up with customers who didn't complete their orders.

Alation, a leader in data intelligence solutions, faced a significant challenge in pipeline generation. Their website, a critical channel for pipeline generation, was attracting a growing number of new visitors each month due to a thoughtful SEO strategy. However, Alation wanted to provide an intuitive user experience and navigation to its visitors and become less reliant on forms. They needed a way to meet visitors at the precise moment when they were seeking more information and accurately identify and route qualified buyers to their dedicated account owners for a real-time conversation. Alation’s global sales development representative (SDR) team, divided into U.S., EMEA, and APAC markets, lacked visibility into website traffic and couldn't determine which regions website visitors were located in, how they were making their way to the website, and to whom they should be routed. This lack of extensive lead-routing capabilities meant that the SDR team couldn’t immediately engage visitors in a conversation, leading to missed potential pipeline opportunities.

Matterport, a leading spatial data platform, was facing a challenge in managing their website traffic effectively. With nearly 500,000 unique visitors every month, the company was struggling to convert these visitors into potential leads for their sales team. The sales team was overwhelmed with manually routing support inquiries that were not vetted but still required attention. The company had initially started their program with another vendor, but the weak Salesforce integration led to many manual processes and hindered proper revenue tracking. They needed a solution that could support their global business with complex segmentation and routing, allowing them to efficiently manage support requests, high-value prospects, and spam leads.

Affinity, a relationship intelligence platform, was facing a significant challenge in 2020. The company was looking to scale their technical team across the US and Canada after opening a new office in Toronto and experiencing three years of record growth. The demand for their data-driven CRM platform was expanding rapidly, and they needed skilled talent to further accelerate their technology innovation. Additionally, Affinity was committed to building an inclusive workforce, a task that was proving to be slow and difficult. Despite having a company culture focused on empowering employees and having won multiple “Best Workplace” awards, building a strong and diverse talent pipeline for its many open technical roles was a significant hurdle.

Heartbeat Health, a fast-growing HealthTech company, was facing a talent shortage as it sought to accelerate its product research and development. The company's product and engineering teams work closely with medical board-certified cardiologists, making candidates with healthcare domain-focused skills a necessity. However, their Talent Acquisition team lacked the internal capacity to source enough qualified candidates. The company initially turned to recruiting agencies for support, but the candidates presented to them rarely had the qualifications necessary to succeed at Heartbeat. The challenge was to find a solution that could provide a strong candidate pipeline with skill, product domain, and team match, while also reducing the time and cost to hire.

Amazon Pharmacy was faced with the challenge of managing an incredibly high volume hiring process while maintaining their company value of being customer and candidate obsessed. The workload quickly became unmanageable for their recruiters, and they began looking for ways to create an automated candidate communication system. They needed a system that could handle upwards of 1000 candidates per recruiter, provide scalability and a unique personal touch, increase their response rate with candidates, and keep more applicants in their pipeline longer. The traditional methods of communication, such as phone calls and emails, were slow, outdated, and impersonal, leading to poor response rates and a lack of clear instructions for the applicants.

Power Design Resources, a national design-build multi-trade contractor based in St. Petersburg, Florida, was facing significant challenges with their inventory fulfillment process. Their existing ERP system was not providing the necessary data to monitor their operations or increase accuracy, leading to costly delays in construction schedules. The team often received reports of missing materials on site, with no way to verify if the entire order was dispatched. This lack of transparency and control over their inventory both inside and outside the warehouse was negatively impacting their overall revenue. They needed a more efficient and accurate solution to manage their operations and inventory.

The Daily Grace Co., an e-commerce seller of gospel-centered resources, was facing significant challenges in managing its inventory and fulfilling orders. Despite using two inventory tracking systems, the company was unable to keep up with its rapidly growing top-line revenue, which was doubling every year. The team had to manually put tickets into bins and conduct physical quality control checks on every order. Additionally, a dedicated role was required to research shipping rates for each order before it could be shipped. The company's two legacy systems were not integrating well with Shopify, leading to frequent loss of orders. The team was losing revenue and was only able to fulfill a maximum of 1,000 orders a day. It was clear that a more efficient warehouse management system (WMS) was needed.

Total Life Changes, a rapidly growing dietary supplement company, was facing operational challenges due to the lack of an official system for order fulfillment. The company was relying on outdated paper and pencil processes, which made refilling stations and batch printing full-time jobs. The team was unable to send out partial shipments and had no established rules for international shipping, a significant part of their business. Furthermore, the company frequently promotes products with mega sales, causing orders to triple their normal daily volume. During these sales, the team had to work overtime and bring in extra people to fulfill orders. They needed a system that could handle these fluctuations but also work efficiently during times of normal volume.

Fortress Building Products, a manufacturer of outdoor building materials, was struggling with an outdated, paper-based order fulfillment system. The process involved printing an order slip and manually walking it through the warehouse, which was inefficient and time-consuming. The system also lacked real-time tracking capabilities, meaning customers could not be notified about the status of their orders until they had been shipped. Furthermore, the absence of barcoding in the warehouse increased the risk of inventory count and order inaccuracies. These inefficiencies were hindering the company's growth and it became clear that a fully integrated warehouse management and fulfillment system was needed to improve operations, order tracking, accuracy, inventory count time, and accounting.

Left Brain Logistics, a third-party logistics company, was struggling with a rigid legacy system that was limiting their operations and growth. The system was inflexible, only allowing the team to use the features that were included in the box. Whenever they sought assistance, they felt like they were treated as an inconvenience rather than a valued customer or partner. This lack of support and system limitations led to a situation where they were unable to meet the needs of their customers. The situation escalated to the point where Left Brain Logistics had to turn away potential customers due to the limitations of their system. They realized the need for a more flexible solution that could accommodate their growth and provide a deeper level of control over their operations.

Medallia, a fast-paced SaaS company, was facing challenges with its Talent Acquisition (TA) team. The team was often found reacting to situations rather than proactively avoiding them. This reactive approach was not conducive to the fast-paced work environment of the company. The company also identified that the manual process it used to extend offers to candidates was inefficient and time-consuming. This was leading to a delay in transitioning from verbal to written offers, which was negatively impacting the candidate experience. The company wanted to prioritize delivering incredible candidate experiences and needed a solution to streamline its processes and become more proactive.

JANE, a recruitment firm, was grappling with the challenge of managing the diversity of roles and being proactive in passive sourcing. The recruitment industry demands attracting a high quantity of qualified profiles into a pipeline and then sending out personalized outreach to achieve high response rates. However, certain roles, such as software development, required passive sourcing. These candidates are often overwhelmed with recruitment offers, making it difficult for recruiters to achieve decent response rates. The tension was in being able to handle the diversity of roles while also being able to react and be proactive in passive sourcing.

Oliver Raine, a UK-based resourcing agency, was facing challenges in managing multiple recruitment campaigns for its growing client base. The manual management of these campaigns across various media sources was leading to inaccurate reporting and analysis. This not only consumed a significant amount of time but also negatively impacted productivity. Furthermore, the lack of accurate data was hindering the agency's ability to make informed decisions for campaign management and optimization.

BNP PARIBAS Asset Management, the investment management arm of BNP PARIBAS, recognized the need to enhance their digital presence in response to evolving client expectations, regulatory changes, and increasing competition. Their clients demanded solutions tailored to their specific needs, which were responsive, insightful, responsible, and transparent. BNP PARIBAS aimed to improve client experience, increase operational efficiency, and develop new services by better utilizing data. To achieve these goals, they identified three critical capabilities: Natural Language Processing, Behavioral Trend Analysis, and Data Velocity. However, the challenge lay in integrating these capabilities into their existing systems and processes.

Capgemini, a global leader in consulting, technology services, and digital transformation, was seeking to accelerate its sales in a competitive market. The company needed an AI Sales solution that could be deployed globally across their 39 product lines and 122 offerings. The solution was required to detect and prioritize hidden revenue opportunities, increase user adoption, and lower the cost of sales. The challenge was to find a product that could meet all these requirements, and Capgemini was considering three options: building a custom sales intelligence tool and sourcing the data themselves, patching together the current best-of-breed sales enablement tools from well-known vendors, or finding a single vendor that could satisfy all requirements with an easy-to-setup and use UI.

Coherent, a company offering business software development services, was looking to expand into new industries. Their services, which transform Excel data into code, are widely applicable across various sectors. However, the challenge was to identify and quantify the conversion potential of opportunities in these new markets. They needed a tool that could provide insights into these industries and opportunities, and enable them to address these opportunities with contextual messaging. The company also required a solution that could unify their sales and marketing data.

CREALOGIX, a global leader in digital banking technology, was facing challenges in executing their Go-To-Market (G2M) strategy in emerging markets, specifically in Australia, New Zealand, and the Pacific Islands. The company was struggling with lead generation efficiency and effectiveness, establishing connections with relevant buyers, resolving contact issues, and discovering targeted opportunities for early contact with prospects. Their G2M strategy was aimed at various segments including retail, SME, and medium-corporate banking and wealth management firms. The main challenge was to develop the market, build brand relationships and presence, establish partner relationships, and identify potential opportunities.

MarketJoy, a lead development company, was facing a significant challenge. Their traditional lead generation methods were no longer yielding the desired results, leading to a decrease in performance levels for their clients. This situation resulted in lower contract renewal rates, missed lead guarantee Service Level Agreements (SLAs) with their clients, and a drop in company revenue. In a highly competitive market saturated with traditional lead generation providers, MarketJoy realized they needed to reassess their approach to delivering solutions and producing sales-qualified leads for their clients.

Michelin, a renowned tire manufacturer, ventured into the medical technology industry with a new product, AirProne, an air cushion for patients suffering from respiratory distress. However, the company faced significant challenges due to the maturity of the medical technology industry. The primary issues were improving lead generation efficiency, targeting the right marketing audience, and developing a comprehensive understanding of the market. The critical point in the lifecycle of any product is its market release and sales growth. Michelin needed a solution that could provide a clear path to success for market research, testing, release, and sales growth.

Elkem, a well-established raw and advanced materials company, was grappling with the challenge of managing over 7000+ leads a year. The sales team was overwhelmed, struggling to differentiate between unknown intent and promising inbound leads while also maintaining attention to existing clients. The company was in dire need of a solution that could alleviate the burden on sales without missing out on new opportunities. The sales team was primarily focused on demand generation among existing customers, and the marketing team’s influx of new, unknown intent inbound leads were seen as cluttering their CRM. The lack of a system to filter and understand the leads’ intent or relevance led to clashes between the marketing and sales teams on how to manage the new leads. Additionally, lead nurturing posed a significant challenge as Elkem’s marketing automation solution (Pardot) was incapable of conducting two-way conversations or replying to a potential lead inquiry, understand and analyze the comment, and recommend an appropriate next step.

ResellerRatings, a company dedicated to providing shoppers with a voice and brands with consumer information for an improved shopping journey, was looking to expand its client base. However, with a relatively small sales and marketing team, the company needed a solution that could enhance their outreach and lead nurturing efforts without increasing headcount. The challenge was to find a solution that could take the burden off their employees, who were spending countless hours on cold-calling and prospecting. The company needed a boost to its outreach and lead conversion efforts that wouldn’t require hiring more people.

Southern Landscape Group, a landscape management company, was facing several challenges in managing estimates, capturing accurate cost and productivity, and improving the overall efficiency of completing estimates. They were using different Excel spreadsheets and programs, which were not integrated and thus, led to inefficiencies and errors. There was also hesitation in adopting web-based applications due to data privacy concerns. The company was in need of a comprehensive solution that could streamline their processes from design to invoicing, while ensuring data security.

Winchester Cold Storage, a company providing food grade freezer and temperature-controlled storage solutions, was facing challenges in improving the accuracy and automation of their receiving operations. Despite having an impressive accuracy rate of 99.8%, the company was looking for ways to further enhance this. The inaccuracies primarily occurred during the shipping of smaller orders that were intended to be case-picked but ended up being shipped as full pallets. Winchester needed a system that could verify the contents remaining in the bin location as a second verification of the pick quantity accuracy. The company required a solution that could implement count back checks through the use of MobileLink tablet scanners, include a system to check using counts for Bin or Pallet ID, alert the picker if the count back quantity is incorrect, and send exception notifications via email to the supervisor.

The Order Fulfillment Group (TOFG), a third-party logistics provider (3PL) known for its efficiency and quick turnarounds, was facing a significant challenge. The company had outgrown its legacy warehouse management system (WMS), an Oracle database that had been continually customized over the years. The need for a cloud-based system that was as cutting-edge as the company’s services, but flexible enough to accommodate TOFG’s unique needs was evident. Some of these needs, such as the way the 3PL charges freight, were related to its own business practices, while others were client-specific. The Director of Operations, Robert Kolpien, was frustrated by the lack of flexibility among many software providers. He was looking for a solution that would not force their unique requirements to fit into a standard model.

Colorado Distribution Group (CDG), a Denver-based company providing small parcel fulfillment services, was facing challenges in improving the accuracy of packing high-volume orders and reducing unnecessary labor efforts for printing labels and shipping documentation. The process of picking and packing orders required at least three warehouse operation staff members per shift. When an order was received, the information was communicated to the floor for picking. After the shipment was picked, it was moved to the packing area for packaging and labeling. The cartons were then packed and verified for order accuracy. Finally, the shipping label and packing list were printed to complete the order. CDG was looking for a solution to improve their packing operations and reduce the labor required.

Freo, a full-stack mobile neobank for millennial consumers in India, was facing significant challenges in driving higher engagement and conversion rates. The company was experiencing high abandonment rates among consumers during the Know Your Customer (KYC) process, a crucial step that cannot be skipped for fintech apps. Additionally, Freo was struggling with segmenting customers into different cohorts and determining the optimal time and channel for communication. Post-onboarding, the company faced difficulties in activating customers and identifying category buckets that customers would fall into, such as dormant, inactive, champions, and power users.

GIVA, a rapidly growing silver and natural diamond jewelry brand in India, was facing several challenges in its customer engagement and retention strategy. Despite a heavy influx of customers, the company lacked a precise and relevant way to engage with them. This was leading to a high level of interest in their products but a low conversion rate. Furthermore, the probability of customers returning to the app to make repeat purchases was also relatively low. The company was in need of a solution that could help them engage their customers more effectively, increase conversions, and boost repeat purchase rates.

Rain, a licensed cryptocurrency brokerage and custodian servicing the Middle East, Turkey, and North Africa, was facing significant challenges in its customer engagement and retention efforts. The company was struggling with its existing CRM system, which was not effectively facilitating communication across various channels such as emails, in-app notifications, and SMS. As a crypto investment brand, Rain also had to deal with additional due diligence requirements, which presented further hurdles. The team was constantly working to upgrade its Martech stack, but the existing solutions were not meeting their needs, leading to difficulties in measuring active users and driving engagement.