Customer Success Story
Aligning Marketing and Sales for a Global Insurer
Lockton is the world's largest independent insurance broker, providing a wide range of risk management, insurance, and employee benefits solutions. Founded in 1966 and headquartered in Kansas City, Missouri, Lockton has grown to operate in over 140 countries with more than 11,000 Associates.
Industry
Financial Services
Users
~470
Salesforce Products
Sales Cloud
Account Engagement
“
From start to finish, Nebula’s team displayed a deep understanding of the Salesforce ecosystem and how we could utilise our new tool with discovery workshops right through to implementation. A key highlight included seamlessly integrating Account Engagement with our CRM, dramatically improving our email deliverability and overall marketing efficiency.
The Challenge
- The existing email platform had significant deliverability issues, impacting key customer relationships.
- Marketing data was not integrated well with Salesforce, creating misalignment between Sales and Marketing.
- Data capture and governance had some inconsistencies, including consent management.
The Solution
- Implementation of Account Engagement, integrated with Salesforce, to provide seamless visibility between Marketing and Sales.
- Introduction of the Lead object to create a more consistent flow from visitor to opportunity.
- IP warming campaign and data best practice guidelines to improve deliverability.
The Impact
- Significant improvements in email deliverability, with an average delivery rate of 97%.
- 25 marketing users empowered on the new platform within the project timeline.
- Migration of existing campaigns ensured a smooth transition and seamless customer experience.
- Transparency of data has provided the insight to drive business decisions.
Migrating to the Next Generation of Quoting
Empowering Self-Service Data Importation
Transforming Estimates for a Global Manufacturer
Simplifying Revenue Tracking with Salesforce CPQ
Targeted Sales Enablement for Users
Laying the Right Foundations
From Spreadsheets to Salesforce: A Smarter Way to Sell
Account Engagement – Friend not Foe
Creating a seamless membership experience
The Space Aldgate,
Irongate House,
22-30 Dukes Place,
London EC3A 7LP
Irongate House,
22-30 Dukes Place,
London EC3A 7LP
