Tess Kennedy is a National Campaigns Manager in Australia for Arthur J. Gallagher (AJG), a global provider of insurance and risk management advice and solutions, with over 24,000 employees stationed in more than 700 offices across 33 countries. Tess has been with the company for four years and started out in the business development team, assuming her current role in 2016. At that time, their digital marketing platform was made up of individual, unconnected pieces of software. While some of these systems provided value in isolation, the value was limited and not pointed towards creating a positive experience for the client.
Arthur J. Gallagher is a global provider of insurance and risk management advice and solutions, with over 24,000 employees stationed in more than 700 offices across 33 countries. We work together with businesses of all shapes and sizes, including some of Australia’s most iconic brands.
When she started looking for a solution, Tess was meticulous in her research and explored a number of options including Marketo, Salesforce and Campaign Monitor. However, the sensitive nature of AJG’s work meant that the tool had to be culturally suitable for all of the company’s vendors. Tess mentioned that a level of personalisation to the service was particularly important and this is where she felt HubSpot had the edge, alluding to her initial conversations with Nick at HubSpot as the turning point in the decision-making process.
“I didn’t want to deal with a huge, faceless organisation, which I found was the case with many companies that offer similar marketing platforms. I initially spoke with Nick at HubSpot and he gave a really good impression of the company, he listened to all my issues and made every effort to help me solve them.”
National Campaigns Manager
Arthur J. Gallagher
It didn’t take Tess long to convince senior stakeholders to adopt HubSpot, as she mentioned that AJG Australia’s Head of Marketing and Communications was the driver behind achieving a dramatic increase in the effectiveness of the company’s marketing efforts.
“Our Head of Marketing and Communications, Steve White, is a really sharp guy. When I showed him what Hubspot could do, and after having a few insightful questions answered, he was on board. I believe he sees inbound marketing as one of the key components of our team’s contribution to the future growth of the company.”
Once the decision was made, Tess pointed out that the HubSpot onboarding process continued to bring the personalisation and effectiveness that she had found during her initial conversations with Nick. The easy-to-use HubSpot user interface and broad range of useful resources available prompted the entire marketing team to get behind it and get up to speed with all that the tool has to offer.
“The support we received was outstanding. Our culture and the simple UI accelerated adoption from day one. Everyone on the team has completed Inbound training and has gotten really hands-on with it.”
National Campaigns Manager
Arthur J. Gallagher
Now a part of everyday life on the AJG Australia marketing team, Tess spoke proudly of the results they’ve achieved since using HubSpot.
“We had a website that went from doing nothing, to becoming a lead generation machine. Our customer journey was also very flat, with high bounce rates. But now our bounce rates are way down and we can see exactly how people engage with us, which is a massive change.”
She also touched on how the wider company now views marketing, along with a much-improved alignment with sales.
“The company’s view of marketing was unclear before, but that’s changed. We’re now having a lot more helpful conversations, and it’s helped sales and marketing come together. There was a big divide there, but now we work together on campaigns and content, and there’s a fresh feel to the way the company’s heading.”
However, Tess did have a small confession to make about HubSpot.
“I’m a bit of a HubSpot junkie, I was always looking at HubSpot content before we even needed a marketing automation tool because of all the downloadable and useful content.”
When asked what she would tell a colleague or friend who was considering HubSpot, Tess replied:
“Just do it! You won’t know what you’re missing until you use it, it’s the full package. It’s not like anything else out there and HubSpot is definitely helping us to take our marketing efforts forward to new heights.”
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