Case study

Securing new pipeline for a CX champion in the Nordics market

We worked with Sitecore, the Customer Experience (CX) management company, to help them reach their unreachable and key target accounts using our proven marketing method

Through its unique Content Management System and personalisation solutions, Sitecore has established itself as a major MarTech innovator. But bringing its solutions to more organisations has often proven challenging. Chief Nation was tasked with helping the Sitecore marketing team reach their target accounts across Europe, bring them face-to-face, and secure qualified leads and meetings to generate new pipeline.

Our unique, Digital to Human™ marketing approach would be the perfect solution.






Networking eventsDigital marketingSocial engagement



"The face-to-face opportunities Chief Nation generated led to real business and pipeline results in accounts that we had been unable to reach otherwise."

— Grace Löf, Marketing Director Nordics at Sitecore

At a glance


Connections, conversations
and leads secured


Highly targeted C-suite
event attendees


Qualified leads generated
for the Sitecore sales team

we nurtured business relationships for Sitecore with

Secure face-to-face interaction with key target accounts looking to undertake CX-powered transformation

Sitecore wanted to position itself as a digital experience platform specialist, ready and able to help organisations in their marketing transformation journey.

But getting in the room with key decision-makers and drumming up qualified leads is hard no matter how good your service. That’s where Chief Nation could help. We’d tailor our Digital to Human™ approach, utilising a blend of digital, email, content and events marketing to connect Sitecore with its target accounts. Those were Chief Marketing Officers, Heads of Digital, Experience Directors and similar Marketing leaders from across the Nordics region.

"What a fantastic after-work event to discuss marketing, customer experience and digitalisation with other marketing leaders. It was done superbly. Happy to join and contribute."

— Head of Marketing & Digital Communications, Huhtamaki


An integrated campaign for greater exposure

Our innovative and personalised approach to generating responses from senior executives helps us to facilitate new relationships between technology companies and the world’s leading enterprises.

Database build

Chief Nation’s in-house data team constructed a custom data set of Sitecore’s primary target accounts, allowing us to tailor content and events for key personas in a tried-and-tested process that really converts.

Content marketing

Via our thought leadership hub,, we shared an array of content on CX innovation to encourage interest in everything Sitecore had to offer – and to kickstart the nurture process.

1-2-1 engagement

We pride ourselves on our people-driven approaches to marketing. That means we interact on a personal level with key target accounts on behalf of our clients. For Sitecore, we kickstarted business relationships that continue to this day.

Networking events

Central to all our efforts was our famous peer-to-peer networking series, Chief Wine Officer, and at roundtables. We attracted a selection of top C-level decision makers to entertaining and insightful business discussions both virtually and in person.

Peer-to-peer podcasts

Our exclusive podcast series, The Show, welcomed several thought leaders from Sitecore. Their interviews reached hundreds of C-level leaders from our community and database.

LinkedIn Ambassador

Our dedicated campaign managers worked with the client to champion several Sitecore employees as CX thought leaders with our LinkedIn Ambassador offering, helping to promote and discuss pressing topics with key targets.


Sitecore’s dedicated content hub on our thought leadership site,, acted as the starting point for building relationships.


Our Café virtual networking experience was the perfect forum to bring the C-suite together to discuss a pressing business topic during the working day.


The D2H campaign saw us tailor a selection of CX-focused content for Sitecore, including reports, articles, and more.


To cement Sitecore’s credentials, we interviewed several thought leaders and clients for our podcast series, The Show.


Our premium event series, Chief Wine Officer, is traditional networking with a twist. Business discussion and wine tasting in the company of a Master of Wine. Perfect for building lasting business connections.

Paige O'Neill on The Show podcast banner


In the first episode of our flagship podcast series, we interviewed Paige O’Neill, the CMO of Sitecore. Check it out today!


Four networking experiences with 'unreachable' target accounts. Lifelong B2B relationships built between major enterprises

By tailoring our Digital to Human™ approach to the specific needs of Sitecore, we were able to reach and connect with a range of leads. All had been nurtured through our content, email and social marketing before meeting face-to-face with Sitecore ambassadors at Chief Wine Officer and virtual networking experiences.

The results speak for themselves: 4,616 contacts in our database; 15 content pieces generated; 600 podcast listens; 360 new connections on LinkedIn; 36 C-level guests at CWO and roundtable discussions. We built business relationships that matter, and we’re still doing it for Sitecore today. Chief Digital Officers, Chief Marketing Officers, Heads of IT, Heads of Ecommerce. You name them, we brought them to the table.


connections, conversations and leads secured for Sitecore

We cut through to Sitecore's targets

Our integrated campaign secured almost 400 connections, conversations and leads for Sitecore. We handed over these nurtured relationships so they could generate new and continuous pipeline from global enterprises.


C-level guests attended our VIP networking events

We nurtured the leads

To further cement the relationships we’d nurtured through content marketing and social selling, we welcomed 36 C-level guests to our VIP networking events. The discussions and relationships made at Chief Wine Officer and roundtables continue to this day!


of engaged targets C-level, Head or Director seniority

We reached the true decision makers

A vast majority of our target accounts were of C-level, Head or Director seniority. We connected with the decision makers who matter – and both Sitecore and the target accounts were the ones to benefit.

"Overall, the Digital to Human™ campaign was a huge success, generating a significant amount of awareness, engagement, and leads for Sitecore."

— Helen Beeby, Digital Campaign Manager, Chief Nation

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