Compuverde

Compuverde

Goals

  • Find a strategic partner to take its innovative software-defined storage and virtual cloud solution to a global market via acquisition

Strategy

  • Launch and drive a strategic partner program designed to connect M&A influencers at partner companies with Compuverde leaders to discuss GTM overlap and mutual business cases.
  • We secured meetings with Pure Storage, NetApp, VMware, IBM, Cisco, Hitachi, Western Digital, Ericsson and others to present the Compuverde offering and illustrate how its technology would enhance their go-to-market and solution portfolio.
  • We complemented the partner program with a full-scale media and analyst relations program designed to raise awareness of the technology’s differentiators.

Results

  • Pure Storage pushed past other prominent suitors to acquire Compuverde.
ActiveState

ActiveState

Goals

  • Establish Stackato by ActiveState as the leading commercial Platform-as-a-Service (PaaS) solution for the enterprise.
  • Raise awareness with strategic partners, customers, media and industry analysts.

Strategy

  • Force4 created strategic high-impact messaging that communicated the company’s superiority in knowledge, experience, technology and solution breadth.
  • We worked closely with partners at HP, Microsoft and Cisco to create an atmosphere of support through press releases, marketing materials and media coverage.
  • We demonstrated innovation through success stories and best practices

Results

  • HP acquired ActiveState’s Stackato business to enhance its HP Helion Platform in less than six months
Novatel Wireless

Novatel Wireless

Goals

  • Create a new category and gain visibility for the MiFi, the world’s first mobile hotspot
  • Displace competitor as market leader in mobile connectivity space.

Strategy

  • Force4 created the strategic messaging framework to pinpoint the product’s value proposition.
  • We kicked off the campaign by pre-briefing leading industry analysts to test the message and secured analyst champions to act as references in for the media.
  • We gave the New York Times an exclusive to break the story and conducted an aggressive product review program that included launches with over 50 carriers worldwide over the next several years.

Results

  • Established the MiFi product category.
  • Elevated Novatel Wireless into the #1 position for its entire product line and held that position for seven years.
  • Secured massive amounts of top-tier coverage domestically and internationally that demonstrably accelerated retail sales.
  • Coverage highlights included repeated endorsements Wall Street Journal, USA Today, New York Times, BBC, PC Magazine, Engadget, TechCrunch and many more.
Cisco Certification Program

Cisco Certification Program

Goals

  • Conduct a PR program to grow the Cisco certified community from 600,000 to over 3 million in four years.

Strategy

  • We launched the world’s first social learning community – The Cisco Learning Network – that became an industry-wide portal where IT students and professionals around the globe learn, share knowledge and find job opportunities.
  • We created a Cool Jobs in IT campaign to promote success stories across exciting markets such as fashion, travel and entertainment. This elevated awareness of the vast job opportunities in IT networking and the benefits of having a Cisco Certification.
  • We won all the awards. By placing first in all learning awards, we established credibility and awareness for The Cisco Learning Network.

Results

  • Grew the Cisco certified community to over 3 million in 4 years.
  • Helped Cisco to differentiate its brand, create loyal customers, mine for marketing insights and influence the market.
DMI

DMI

Goals

  • Build awareness and credibility for DMI’s mobility service offerings with business leaders in commercial markets.

Strategy

  • We leveraged its relationships with key media outlets and the company’s proven track record working with all U.S. federal government agencies to introduce the CEO to leading influencers in the press and analyst community.
  • We conducted a series of desk-side interviews with key press and analysts in Washington DC, New York and Boston to position the CEO as a thought leader in mobility space.
  • Force4 orchestrated a pipeline of thought leadership articles to build credibility along with successful product launches and customer wins to showcase the company’s traction in the commercial markets.

Results

  • Secured feature stories on the company in top tier press including Fortune and Forbes.
  • Successfully positioned the company as a leader in the Gartner Magic Quadrant for Managed Mobility Services.
Cisco demand generation & strategic content development

Cisco demand generation & strategic content development

Goals

  • Encourage new and existing B2B and B2C customers to re-skill and upskill with Cisco certifications.

Strategy

  • We developed strategic demand-gen campaigns to drive net-new leads through the buyer’s journey
  • We created compelling marketing content designed to engage leads through awareness to purchase stages in the buyer’s journey.

Results

  • Created 100+ pieces of content to drive prospects through awareness, considerations and purchase phases.
  • Yielded 70% engagement rate.
  • Generated awareness with ~200K B2C and 4K B2B Net New Leads.
  • Achieved 20% Net New Lead Conversion Rate (Engaged to Purchase).
SSH Communications Security

SSH Communications Security

Goals

  • Re-establish company brand recognition while positioning CEO as the go-to person when discussing banking security.

Strategy

  • Set up media tour to show accessibility of a complex solution to financial and security media.
  • Conducted thought leadership campaign to educate the market.
  • Positioned the CEO as the go to resource to targeted editors seeking to understand a complex landscape.

Results

  • Secured on-message and positive coverage in targeted top-tier media, including the Wall Street Journal, Inc., eWeek and ZDnet.
  • CEO was elevated as an industry luminary, returned to for comment again and again by tech, trade, vertical and business press.
ATEME

ATEME

Goals

  • Design and launch communication strategy to facilitate and support a successful IPO.

Strategy

  • We designed a series of pre-IPO campaigns to positively impact market perceptions about the company.
  • We developed concise and consistent messaging that clearly communicated the company’s business and aggressively started raising awareness.
  • Six months before the IPO, we developed a high-level marketing white paper that defined market, their products and position that was used throughout the pre-IPO process by analysts, investors and press. We also created several case studies that described customer wins.
  • Just before the quiet period began, we briefed key press and analysts on substantial news to generate press coverage throughout the quiet period, and in conjunction with the IPO.
  • Meetings with major analyst groups ensured that the company was fresh in the minds of the analysts when investors called for background information.

Results

  • Successful IPO with sustained positive press coverage on the company.
Perspica

Perspica

Goals

  • Launch and establish the company as a category leader.

Strategy

  • We developed strategic messaging highlighting Perspica’s technological differentiators in machine learning and the business benefits of its novel approach.
  • We used the messaging foundation to develop a series of content pieces that raised visibility of the company and reinforced thought leadership including press releases, contributed articles and trend-based media engagement.

Results

  • Cisco acquired Perspica to support and accelerate its AppDynamics vision in just under two years.
AccelOps

AccelOps

Goals

  • Raise awareness of AccelOps and build credibility with partners, customers, media and industry analysts.

Strategy

  • We created strategic high-impact messaging that communicated the company’s superiority in knowledge, experience, technology and solution breadth.
  • We worked closely with strategic partners to create an atmosphere of support through press releases, marketing materials and media coverage.
  • We demonstrated innovation through success stories and best practices.

Results

  • AccelOps was acquired by Fortinet in just over one year.