CASE STUDY
MANN+
HUMMEL
$5B REVENUE | GLOBAL LEADER IN AIR FILTRATION
#B2B BRAND, # SALES & MARKETING ALIGNMENT, #DIGITALTRANSFORMATION, #IOT CORPORATE, #CEO, #CMO, #SALESSUITE
1:4
1 in 4 companies say their sales and marketing teams are either “misaligned” or “rarely aligned.
The 30,000 FT VIEW
After 77 years, MANN+HUMMEL leveraged its core competency in air filtration and expanded its service offerings to include digital products. The flagship of the company’s digital transformation was Senzit, the first predictive maintenance platform focused on increasing uptime for heavy-duty fleets.
However, developing, branding, and marketing a disruptive IoT solution in a legacy market with traditional sales channels doesn’t come without its challenges.
Keep scrolling to see how we achieved triple digit growth. On the go? Download the case study.
56%
Achieved a 56% ROI from the account-based marketing campaign
451%
In less than 6 months, we increased prospective customers by 451%
130%
Increased online traffic 130% QoQ with targeted advertising and media buying
So what was the problem?
The Solution
There’s an old saying -- “ If you put Band-Aid on a bullet wound, you attempt to deal with a serious problem in an inadequate way.” Revamping the brand was just beginning -- the core of Senzit, its initial go-to-market strategy needed a facelift as well.
SERVICES
SERVICES
MARKETING STRATEGY
Implemented a 6-month hyper-targeted marketing program focused on gaining visibility into the sales cycle and testing new business models, service offerings, and market acceptance criteria for future feature development.
Successfully proved the product can be sold in bulk with a B2B business model targeting accounts vs individual users
Launched the first targeted digital marketing and account-based campaigns in the company
SALES STRATEGY
Collaborated with channel partners to create Senzit Success Manager initiative and ongoing education programs
Aligned primary channel partners and created a new sales team
BRAND CREATION
Developed a fresh brand identity, website, and messaging communicating value and addressing the customer’s pain points
Rebranded to communicate value proposition and target audience
If you have made it this far you are ready to align your sales and marketing teams. Let's get started.
