Customer Success Story
Aligning Marketing and Sales for a Global Insurer
Poor email deliverability and disconnected data misaligned Lockton's sales and marketing. Nebula's Salesforce and Account Engagement integration established governance, delivering a 97% delivery rate, 25 empowered users, and transparent insights.
Users
470
Salesforce Products
- Account Engagement
- Sales Cloud
Lockton & Nebula
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.
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 were empowered on the new platform within the project timeline.
- The migration of existing campaigns ensured a smooth transition and a seamless customer experience.
- Data transparency has provided the insight needed to drive business decisions.
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.
Ready to succeed like Lockton?
Find out how we can help you grow your business using the power of Salesforce technology.
The Space Aldgate,
Irongate House,
22-30 Dukes Place,
London EC3A 7LP
Irongate House,
22-30 Dukes Place,
London EC3A 7LP
