TIBCO – tibbr Enterprise Collaboration Platform
Accelerating Digital Workplace Adoption Across the DACH Region
Project Overview
Between 2012 and 2014, TIBCO Software Inc. partnered with B2B Galaxy to support the market introduction of tibbr, its Enterprise Social Networking Platform, across the DACH region.
The objective was to increase awareness among large enterprise organizations and generate qualified opportunities for TIBCO’s Account Managers by engaging senior decision-makers responsible for internal communications, collaboration and digital workplace initiatives.
Using a structured account-based business development approach, B2B Galaxy analyzed approximately 2,500 enterprise organizations with more than 3,500 employees, identifying companies with the greatest potential for Enterprise Social Networking adoption.
Beyond appointment setting, the team qualified opportunities, delivered online product demonstrations, maintained CRM documentation through Zoho CRM and provided regular English-language reporting to TIBCO’s U.S. management throughout the 18-month engagement.
The Challenge
In 2012, enterprise organizations across the DACH region were rapidly investing in collaboration technologies to improve employee engagement, knowledge sharing and internal communication. Despite TIBCO’s strong reputation in enterprise integration and middleware, tibbr was a new solution entering a competitive market dominated by established collaboration platforms.
The challenge was to build market awareness, identify organizations with active digital workplace initiatives and engage senior decision-makers before collaboration platform selections were finalized.
TIBCO required a structured account-based demand generation program capable of identifying qualified enterprise opportunities, delivering product demonstrations and creating a predictable sales pipeline for its DACH field organization.
B2B Galaxy was tasked with supporting the successful market introduction of tibbr by connecting TIBCO’s Account Managers with executive stakeholders responsible for internal communications, collaboration and digital workplace transformation.
Client
TIBCO Software Inc.
REGION
DACH
(Germany • Austria • Switzerland)
INDUSTRY
Enterprise Software
Digital Workplace
Enterprise Collaboration
Services
• Enterprise Market Intelligence
• Target Account Research
• Executive Decision-Maker Identification
• Lead Generation
• Online Product Demonstrations
• Opportunity Qualification
• Zoho CRM Management & Reporting
TEAM
Up to 2 Dedicated Business Development Specialists
Our Approach
Digital Workplace Opportunity Development
Every opportunity started with structured enterprise account research. B2B Galaxy analyzed organizations with more than 3,500 employees across the DACH region to identify companies investing in internal communication, employee engagement and digital workplace transformation.
Our team identified executive stakeholders responsible for collaboration, HR, communications and IT before introducing tibbr through highly personalized outreach, online product demonstrations and executive-level discussions.
Qualified opportunities were nurtured throughout the buying cycle and transferred to TIBCO’s Account Managers once active business requirements and project potential had been confirmed.
RESULTS DELIVERED
Between 2012 and 2014, B2B Galaxy successfully introduced TIBCO tibbr to enterprise organizations across Germany, Austria and Switzerland through a highly targeted account-based demand generation program.
By combining executive research, personalized outreach, online product demonstrations and continuous opportunity management, the campaign generated qualified sales opportunities for TIBCO’s DACH Account Managers while increasing market awareness of tibbr as an Enterprise Social Networking platform.
Business Impact
Over the course of the 18-month engagement, B2B Galaxy became an extension of TIBCO’s DACH field sales organization, supporting the successful launch of tibbr into enterprise accounts across Germany, Austria and Switzerland.
The structured account-based demand generation program enabled TIBCO’s Account Managers to engage qualified executive stakeholders through personalized outreach, online product demonstrations and well-prepared customer meetings.
By combining market intelligence, executive engagement and continuous CRM reporting, the campaign increased awareness of tibbr as an Enterprise Social Networking platform while creating a predictable pipeline of qualified enterprise opportunities.
