Customer Marketing Case Study: $800K in New ARR for a Series B Business Intelligence Vendor
Business Inteligence Case Study:
WHAT WE ACHIEVED
$800,000 in new ARR generated from a single EMEA customer conference
10 enterprise logos secured through one CEO-led roundtable lunch
20 x 20 metre trade show booth strategy and execution
Clear territory alignment across priority European markets
Stronger customer relationships and expansion opportunities
WHAT WE DID
Arlo Growth was engaged to support the EMEA expansion of Omni Analytics, a Series B business intelligence vendor, through a strategic customer marketing and event programme.
The objective was to strengthen relationships with existing customers, identify new revenue opportunities and raise visibility with enterprise prospects across key European markets.
We designed and delivered an integrated programme combining customer conferences, executive roundtables, territory planning and large-scale trade show execution.
The strategy successfully delivered:
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End-to-end management of a European customer conference roadshow
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Founder-led executive roundtable lunches with priority prospects
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Territory alignment with sales to identify high-growth markets
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Trade show strategy and execution at major industry events
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Account-based targeting and customer engagement planning
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Post-event follow-up to convert conversations into pipeline
“I had the pleasure of working with Charlotte on regional events and trade shows at Omni Analytics. She brought strong organisational skills and a collaborative approach that helped ensure our events ran smoothly. I appreciated her reliability and willingness to adapt as plans evolved, which made her a valuable support to our team’s event execution and marketing function.”
Mark Guerin
VP Sales EMEA, Omni Analytics
Customer Conference Roadshow
We planned and delivered two customer conferences across Europe, designed to showcase product innovation, strengthen customer relationships and create expansion opportunities.
The events brought together customers, prospects and company leadership in a focused environment that encouraged practical discussion and high-value commercial conversations.
The roadshow directly contributed to $800,000 in new annual recurring revenue.
"A valuable support to our team’s event execution and marketing function.”
Mark Guerin - VP Sales, EMEA at Omni
Executive Roundtables
To accelerate enterprise engagement, we organised CEO-led roundtable lunches with carefully selected target accounts.
These intimate sessions created an opportunity for meaningful peer discussion and resulted in 10 enterprise logos entering the pipeline.
Territory Alignment Strategy
Working closely with the sales organisation, we developed a territory alignment strategy to identify the markets and accounts with the strongest growth potential.
This ensured that event investment and marketing activity were focused on the regions most likely to deliver new revenue.
Trade Show Strategy and Execution
We led the strategy and execution for a major 20 x 20 metre exhibition presence at Big Data London.
This included booth design, supplier coordination, logistics, messaging and on-site management to ensure a professional and highly visible presence.
Revenue Impact
By aligning customer marketing, executive engagement and event strategy, Arlo Growth helped Omni Analytics turn regional events into a measurable source of pipeline and revenue.
The programme strengthened relationships with existing customers, opened doors with enterprise prospects and generated $800,000 in new ARR.
If you are looking to turn customer events and executive engagement into a predictable source of growth, Arlo Growth can help.