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FileNet Wins Over Vertical Markets with ECM Solutions
Overview
FileNet Corporation, a recent IBM
acquisition, with headquarter offices in
Costa Mesa, California, occupies the
premiere upper right corner position in
Group’s Magic Quadrant for enterprise
content and business process
management solutions.
In 2004 FileNet reorganized their sales and
marketing group as the next step to fulfilling
their strategic customer engagement plan
in key vertical industries. FileNet needed
domain marketing expertise to help create
messaging and sales tools, to enable their
worldwide sales force and marketing
campaigns in government markets
worldwide.
FileNet Corporation, a recent IBM
acquisition, with headquarter offices in
Costa Mesa, California, occupies the
premiere upper right corner position in
Group’s Magic Quadrant for enterprise
content and business process
management solutions.
In 2004 FileNet reorganized their sales and
marketing group as the next step to fulfilling
their strategic customer engagement plan
in key vertical industries. FileNet needed
domain marketing expertise to help create
messaging and sales tools, to enable their
worldwide sales force and marketing
campaigns in government markets
worldwide.
The Business Imperative
FileNet deployments in the government
market number in thousands. FileNet
needed to collect and apply customer
information, as a regular part of their
customer and channel marketing
programs and PR activities. The field
sales organization, focused on the
government markets, required customer
facing materials to help shorten the
sales cycle and marketing repeatable
solutions. Fast!
The FileNet engagement was a year long
project centered on creating FileNet’s
messaging and communications
platform to enable their worldwide sales
force to address both state and federal
government markets and help shorten
the sales cycle.
FileNet deployments in the government
market number in thousands. FileNet
needed to collect and apply customer
information, as a regular part of their
customer and channel marketing
programs and PR activities. The field
sales organization, focused on the
government markets, required customer
facing materials to help shorten the
sales cycle and marketing repeatable
solutions. Fast!
The FileNet engagement was a year long
project centered on creating FileNet’s
messaging and communications
platform to enable their worldwide sales
force to address both state and federal
government markets and help shorten
the sales cycle.
Bottom Line Results
Over 30 new pieces of government
focused collateral along with customer,
partner and analyst speakers was
presented to the worldwide sales force
during FileNet’s Insight 2004 Sales
Conference.
Insight 2004 marked the launch of
FileNet’s government sales and
marketing practice to field sales and
partners worldwide. In addition:
Over 30 new pieces of government
focused collateral along with customer,
partner and analyst speakers was
presented to the worldwide sales force
during FileNet’s Insight 2004 Sales
Conference.
Insight 2004 marked the launch of
FileNet’s government sales and
marketing practice to field sales and
partners worldwide. In addition:
 | Key application areas for FileNet | |
| Enterprise Content Management (ECM) solutions were defined within the government market to help uncover repeatable solutions and go to market partners |
| The application framework provided a | |
| fast track approach to creating case studies, sales tools, web events, and company presentation materials required by the government sales environment. See a case study writing example here |
| “In the short time Tiffeny has been with our organization she has been able to ramp up marketing communications in the area of case studies, win reports, customer profiles and competitive intelligence.” Bill Cull, Vice President of Government Solutions FileNet |
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