CASE STUDY: Blue skies for Sterling Commerce

Sterling Commerce turned to Ice Blue Sky with a very specific brief to generate awareness and new prospects for its Supply Chain software applications, targeting senior business managers in manufacturing, logistics and distribution companies. IT buyers in these sectors know Sterling Commerce fairly well for infrastruture products but the company was less well known among the crucial and lucrative business buyers.

Sterling Commerce selected Ice Blue Sky for its long list of credentials and references specifically in the areas of supply chain. With only 150 companies to target, there was a need to deliver a high conversion rate to meet KPIs

The primary objectives were to make Supply Chain and IT executives understand clearly how Sterling Commerce's products can improve visibility across international supply chains better than the more well-known enterprise brands, by positioning Sterling as a domain expert. A key objective was to generate at least 10 new senior executive prospects from tier one organisations.