CASE STUDY: Marketing Moves recruits Channel Marketing Director for Global SaaS Company in just 34 days.
Consultant: David Holton, Director of Americas
Sector: Software as a Service (Saas)
Role: Director, Channel Marketing
Location: Palo Alto, San Francisco Bay Area, United States
When a global SaaS company faced a business-critical requirement for a Director of Channel Marketing, they approached Marketing Moves to handle the entire recruitment process.
About the Company
Adaptive Insights was founded in 2003 and originally called “Adaptive Planning” – the relatively young, award-winning business intelligence applications company re-branded in 2014 and is headquartered in Palo Alto, CA.
As a privately held, pre-IPO software as a service (SaaS) company, Adaptive has experienced significant growth over the past several years. More than 3000 customers ranging from mid-sized companies and non-profits to large corporations in 85+ countries use Adaptive’s suite of products which are sold direct and through a robust cloud CPM eco-system of 200+ partners.
Today, Adaptive Insights is ranked as the number 1 intuitive, cloud-based planning, reporting and analysis application developer. They now have offices globally including in the USA, EMEA, and Australia. Major competitors are Anaplan and Host Analytics.
With the success of Adaptive Insight’s well received applications, Adaptive was experiencing rapid company growth creating a need for increased headcount and recruitment. Additionally, Adaptive was also experiencing a lack of bandwidth in their hiring efforts due to the growth of the company and a shrinking candidate pool. As Adaptive grew and individuals were promoted within the company, the need to bring on a new Channel Marketing Director became paramount.
Reporting to the Sr. Vice President of Marketing, the Director of Channel Marketing would be responsible for marketing, awareness and demand generation for Adaptive Insight’s extensive partner network. In order to be successful, the Director of Channel Marketing would work very closely with the channel partners, the channel sales team and marketing team to support and accelerate all channel marketing activities. They would be directly responsible for joint marketing programs, channel demand generation, partner launch activities, partner event management, and partner communications.
As Marketing Moves specializes in the identification, selection and placement of top-tier marketing professionals, developing a strong understanding of a company’s culture and how that might fit with our global network of marketing experts,
Marketing Moves first started working with Adaptive Insights in the UK when it employed fewer than 150 people. Having an already well established relationship with Adaptive Insights, Marketing Moves was asked to identify and present only highly qualified candidates for the mission-critical position of Director of Channel Marketing.
The main challenge of this recruitment process was to identify a candidate that would meet and exceed all of Adaptive’s requirements in an already tight market for highly skilled Channel Marketing experts at the Director level.
After thorough discussion, Marketing Moves developed a solid understanding of the role, responsibilities, players and profile of the “ideal” candidate. An action plan was developed for identifying candidates based on candidate backgrounds ranging from education, past and current employment, growth and achievements in their careers.
The action plan included extensive use of networking and referrals from marketing organizations and associations, database mining, social media, and paid advertising of the opportunity. Within a couple of days of the search’s initiation, Marketing Moves was engaged with and speaking to candidates that potentially, would be of great interest to Adaptive Insights.
After conducting in-depth interviews and reviews, Marketing Moves selected the seven most qualified candidates for submission to Adaptive Insights. Of the seven initial candidates submitted to Adaptive, four were selected for 1st and subsequently 2nd round interviews.
After careful consideration and follow-up conversations with Marketing Moves, Adaptive Insights was able to select the candidate of choice. With Marketing Moves assistance in negotiating an offer, Adaptive Insights was able to secure the offer acceptance from the top candidate. Time from initiation of the search to closing the deal was 34 days.
To discuss in confidence how Marketing Moves can support your organisation’s growth, please contact David by any of the means below: