Marcel Florez


First it was Atlanta, where N3, the integrated sales and marketing firm is headquartered. Then it was West Virginia, where the company expanded in Charleston, the state capital, late last year. And most recently, it was in Dublin, where the 14-year-old company aggressively doubled the size of its Ireland operations to 200 employees in January. Indeed, for Florez, who began at N3 as a business development manager in 2008, rapid expansion has been the objective since he became president two short years ago. That, and the importance of integration — not only of sales and marketing but also of channels and customer success teams. “It’s something we’ve been focused on for years,” Florez told SiriusDecisions’ Jessica Lillian ahead of this year’s SiriusDecision’s Summit in Austin in May. “When your entire go-to-market approach is integrated — and you have the right technology stack to provide insights — you see an acceleration in revenue and true focus on the customer’s lifetime value.”