Client: NORMEX – Food Safety Management Software
Engagement: End-to-end Marketing & Sales Enablement

Challenges

Here is an overview of the main challenges NORMEX was facing:

As NORMEX continued to grow, so did the complexity of managing sales outreach, marketing campaigns, and lead follow-ups, all while preparing for key industry events and consultant partnerships.

Tanguy Etoga, founder of NORMEX, was looking for a trusted partner to support the marketing and sales pipeline so that his internal team could stay focused on strategic initiatives and seamless customer success.

Runnel’s Approach

Here’s how Runnel supported NORMEX in overcoming these challenges:

• Built a multi-channel outreach strategy targeting food processors, QA leads, and importers via LinkedIn and email

• Launched highly optimized Google Ads campaigns tied to webinars, features, and whitepapers

• Developed a lead tracking system using internal tools to manage and follow up on every form fill-up

• Took ownership of pipeline follow-ups, including outreach emails, LinkedIn nudges, calls, and reminders to ensure conversion from MQLs to demo bookings

• Positioned Tanguy as a visible, trusted expert in food safety compliance

• Created marketing assets, lead magnets, landing pages, and automated nurturing sequences

Results

Here are the outcomes achieved through the engagement:

• Surge in organic visibility and recognition of Tanguy as a thought leader continues to grow

• Consistent demo bookings through optimized B2B funnels

• Outperformed key competitors in terms of marketing presence during campaign periods

• Increased engagement for newsletter opt-ins and site traffic

• Freed up Normex’s internal capacity to focus on growth, innovation, and customer success