How Sky Data Vault gained a deeper understanding of its customer base, identified opportunities to sell upmarket, and saw its highest revenue growth to date
by partnering with Swan & Associates
Sky Data Vault helps companies in all industries protect their data, increase security, and streamline operations through cloud-based solutions.
OPPORTUNITY
After 10 years in business, the co-founders of Sky Data Vault wanted to gain a deeper understanding of their customers and their company’s market position to ensure they were making the best business decisions for new growth by messaging, marketing, and selling to the right audiences.
SOLUTION
Sky Data Vault was referred to Natalie Swan of Swan & Associates and hired her firm to conduct an Ideal Customer Profile project. The process involves in-depth customer interviews and a customer survey that yields a thorough picture of your customer base, illuminates growth opportunities, and pinpoints your company’s differentiators. After that successful engagement, Sky Data Vault hired Swan & Associates to create marketing collateral to translate the findings into effective messaging they can use on discovery calls.
After working with Swan & Associates, Sky Data Vault experienced its highest revenue growth in a six-month period and:
✅ Better defined their competitors and how to stand out in a crowded space
✅ Made significant shifts in the differentiators and points of value they focus on in their messaging
✅ Gained new insights about their customer base, including their buyer personas, geographical disbursement, and most common industries
✅ Realized they had a big opportunity to message — and sell — upmarket to bigger companies
✅ Received a messaging deck to help their team and affiliates speak to their differentiators
✅ Have a proven marketing partner for future projects that fits with their company’s needs and budget
“To have Natalie & team come in is perfect for us because the thought of going to a large marketing agency just isn’t appropriate for our business. Working with Swan & Associates is valuable from a cost standpoint, but the biggest value is Natalie’s command of her work. She’s an expert with a very well thought-out process, and she’s provided us with a lot of clarity through her strategic recommendations and her tactical implementation. From this point on, when we need messaging or marketing, we’ll go to Swan & Associates first.”
— Michael Thompson, Co-Founder | Sky Data Vault
