1. www.finlayjames.co.uk
The Client
Marketwired is a social communications company with
more than 15,000 clients globally, ranging from
Fortune 500 enterprises to start-ups.
Headquartered in North America, Marketwired
operates internationally offering services which
include press release distribution, social media
monitoring and analytics, powered by Sysomos, and a
fully integrated marketing platform, Resonate.
“With Finlay James you have a busy
agency which is consistently able to
provide the very high through-put of
good candidates needed.”
“We were able to leverage the
intelligence Finlay James has to make
the most informed decision possible."
Case Study
Marketwired
The Recruitment Challenge
As a business Marketwired has evolved from its core
digital news distribution service to offer a broader
social communications software-as-a-service (SaaS)
platform. This change has created a need to recruit
sales professionals with experience of SaaS.
Primary hiring manager Roy Jacques, Director of UK
Sales at Marketwired, had previously used a number
of recruitment consultancies to fill sales positions but
the shift in business focus required an agency with
expertise in the SaaS sales sector.
An experienced hiring manager, Mr Jacques was keen
to meet several of the most talented candidates in this
field before making any employment offers. However,
his role as director of UK sales meant demands on his
time were high and opportunities to meet candidates
limited.
When the best candidates had been identified,
however, he wanted to ensure their services were
secured in a timely manner. To achieve this he needed
to be confident he was offering them an attractive
compensation package, but at the same time was not
exposing the company to excessive costs above the
market rate.

2. www.finlayjames.co.uk
The Solution
Finlay James met with Marketwired to develop a
thorough understanding of the company and its
culture, the requirements of the roles and what
characteristics the ideal candidates would possess.
With this information our consultants were able to tap
into Finlay James’ database of almost 30,000
candidates and deploy the consultancy’s head hunters
to seek out passive candidates suitable for these roles.
Marketwired opted to utilise Finlay James’ full
managed service which reduced the client’s
involvement in the recruitment process and meant Mr
Jacques could simply block out a period of time which
Finlay James would fill with several candidate
interviews.
Marketwired also leveraged Finlay James’
benchmarking consultancy service to ensure they had
a solid understanding of what compensation packages
would be attractive to the best candidates.
The Result
With a detailed understanding of the company and the
role, Finlay James was able to generate interest from
several high quality candidates and was able to fill
both new business development and account
manager roles.
Mr Jacques said: “During my recent hiring campaign,
Finlay James introduced me to lots of relevant talent.
Our hiring standards are high and I tend see a lot of
candidates but take on very few. With Finlay James you
have a busy agency which is consistently able to
provide the very high through-put of good candidates
needed.
“I’m prepared to regularly dedicate a
half day of my time for interviews as I
know Finlay James will provide enough
quality candidates to fill that time.
“I like working this way; it is efficient and it puts
pressure on the consultants to deliver. When they
have half a day of my time it compels them to find the
required level of candidate. The great thing about
working with Finlay James is you know they really
commit to that search.”
Marketwired were able to secure the services of their
new recruits by offering competitive compensation
packages which all parties were happy to accept.
Mr Jacques added: “As a hiring manager you need to
have knowledge of competitive benchmarking so you
are offering the right type of package to candidates.
“We needed guidance on an appropriate salary range
so I sat down with my Global Leader of Sales and we
talked through packages with Finlay James’
consultants. We were able to leverage the intelligence
Finlay James has to make the most informed decision
possible.
“There are other recruitment
organisations which conduct salary
surveys but it’s a question of who you
trust and that often comes down to the
experience and relationship you have
with the consultants. Finlay James’
consultants have got our trust and we
take their advice accordingly.”