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As a global recruiting industry leader specializing in tech and finance, Allen Recruiting has a long and storied history of innovation. Founded in 1998, they fast gained a reputation as a go-to talent supplier, consistently leaping the high hiring bars that the companies occupying these industries set.
Company directors Louise Allen and Brian Cunningham both came from IT backgrounds – more specifically data; Allen was a former software project manager, business analyst and programmer, while Cunningham spent time in database development, design and consultancy.
The pair’s professional beginnings have seen Allen Recruiting take a very data driven approach in an industry notoriously hesitant to do the database grunt work. But this approach necessitated more than the expertise that Allen and Cunningham brought to the table; they required the proper tools and support to truly make their candidate data talk.
Allen Recruiting had long since been reliant on Bullhorn for their CRM and cloud computing needs; “Everything we do has to be through Bullhorn. Bullhorn is our centrepiece,” Cunningham says. But it was the addition of Herefish in 2015 that proved the catalyst for incredible progress and growth. As Cunningham puts it, “Herefish completed the circle.”
But prior to adopting the powerhouse of Herefish and Bullhorn, Allen Recruiting had room for improvement.
Email is the linchpin of any staffing CRM strategy, and while Bullhorn and third party tools like Constant Contact had the capacity to send email, Allen Recruiting wanted to shift from one-off emails to calculated and consistent email contact.
“We realized that candidates are on a path, and a new job may not be high on their priority list when we choose to email or call them,” explains Cunningham. By sending a once-off email, the chances of popping up in front of a candidate at the right time for them were minimal. He also noted that candidates are quite fickle, and compares the resulting relationship to an affair – a candidate will play the field, keeping in contact with other recruiting suitors, and ultimately, unless you land them a job, they’ll totally forget about you.
“We didn’t want them to forget about us,” Cunningham says.
So, in an attempt to stay top of mind, Allen Recruiting went in search of the ultimate email marketing tool for recruiters. One that would be seamlessly compatible with their Bullhorn CRM, would allow them to efficiently and effectively contact their candidates, and would help them build lasting relationships. Allen Recruiting found that tool in Herefish.
Upon stumbling across the Herefish solution, it instantly caught Cunningham’s eye. “I said to myself ‘hang on here, this is Bullhorn integrated,” he explains. “It just joined up all the dots from our perspective and gave us a unified view of the candidate that allowed everybody to see what was going on.”
Another benefit of the Bullhorn integration is the automatic display of a candidate’s Herefish Score; a 1 to 100 measure of how engaged a candidate is with the recruiting firm. Having that information on the dashboard offers recruiters an instant gauge of how open to a conversation a candidate is.
But the perks didn’t stop there for Cunningham; “The other thing that really stood out over the offerings from HubSpot and others was that Herefish was helping with content and strategy, too. There are a lot of CRM and automation systems out on the market. Herefish is different because they understand the unique needs of the recruiting and staffing industry. There are no work arounds needed. This product is made just for us.” Cunningham explains how that was reflected in the emails; “The format was so professional looking. All of a sudden we were producing the same quality emails as the biggest players on the market.”
Allen Recruiting was shocked by the results. Open rates grew to over 30% and unsubscribes fell below 1%. “We were absolutely blown away by the results, it’s been really, really positive, and really, really good for our brand,” Cunningham says.
Most importantly, Allen Recruiting is making placements from the email activity. “Placements in the order of 60% coming from our database, Cunningham says. “Candidates are receiving the email, they’re opening it, and they’re clicking the button to apply. If they don’t do it on the first few messages, when they are ready to actively look again, we are the first firm they think of and they don’t want to talk to anyone else.”
According to Cunningham, Herefish and Bullhorn have taken what would’ve been an incredibly laborious task—quality and consistent email communication with their candidates—and made it both professional and instantaneous. “Previously, if we were to build a set of emails, figure out who to send them to, and email them out every week, that’d be a full-time job for one person. And the reality is that the emails would have been one size fits all.”
The automation, which also includes using Daxtra to parse data from different job boards, has allowed recruiters to spend less time on these menial tasks, and more time on relationship building.
Since combining Herefish with Bullhorn in 2015, placements from Allen Recruitment’s own database have absolutely skyrocketed. They now see over 60% of all placements generated from within their own database, a massive indication of success for Allen Recruitment. “It’s all about making more placements out of the candidates we have in our database. That’s the game,” Cunningham says.
With the help of Bullhorn and Herefish, they’re doing just that.
President and Chief Technology Officer
As President and CTO, Matt leads Bullhorn’s architectural, technical, and software design and development efforts. He also directs the product management team’s work defining product strategy, and global customer support and success. Since joining Bullhorn in 2004, Matt has held a variety of leadership positions managing the growth of various technical and services teams, including Vice President of Professional Services. Prior to Bullhorn, Matt worked at PricewaterhouseCoopers, specializing in systems process assurance for such companies as Fidelity and State Street Global Advisors. Matt holds a Bachelor of Science in Business Administration with a concentration in Finance from Boston University’s School of Management.
SVP, Customer Success
As the Senior Vice President of Customer Success, Tamsyn leads Bullhorn’s Services and Customer Success teams. She is responsible for the successful delivery of all products and services globally and is committed to creating and maintaining incredible long-term customer experiences in the Candidate to Cash process. Tamsyn has been delivering implementations for over 25 years with companies such as SAP, Ariba, Zuora and Apttus: specializing in HR, Payroll, Procurement and Quote To Cash capability. She trained as a software engineer after studying Maths, Statistics, and Computing in England.
SVP, Client Services & Support
As Senior Vice President of Services and Support, J.R. leads global client services, professional services, and support for all Bullhorn product lines. J.R. directs both the company’s customer service and professional service efforts around the world, engaging customers throughout all points in the customer journey, both proactively and retroactively, and delivering incredible customer experiences via transactional interactions and client engagements. He brings a broad range of customer service leadership skills and experience to the company, spanning performance management, employee and leadership development, organizational design, and strategy, all of which align to a focus on driving an incredible customer experience. Prior to joining Bullhorn, J.R. led call center optimization efforts for AT&T Mobility, directing the call center strategy for more than 100 contact centers. J.R. has spent 20 years working in the contact center space and held a number of key leadership roles prior to joining Bullhorn.
Founder & CEO
Art Papas is the Founder and CEO of Bullhorn, Inc, the global leader in software for the staffing & recruitment industry. Art was the original architect of Bullhorn’s flagship Customer Relationship Management (CRM) system, which now helps more than 8,000 companies around the world run their businesses. Art is the Chairman of the Board at Career Collaborative, an organization that teaches unemployed and underemployed adults how to build careers that change lives and strengthen families. In 2014, Ernst & Young named Art an EY Entrepreneur of the Year Award Winner in New England. Prior to starting Bullhorn, Art started his career as a software engineer at Thomson Reuters. Art is a graduate of Tufts University, holding a Bachelor of Science degree in Mathematics.
SVP, Workforce & Revenue Cloud
As Bullhorn’s SVP of Workforce & Revenue Cloud, Ed drives the company’s middle office strategy and overall product offering. Ed joined Bullhorn as part of the Peoplenet acquisition where he spent 7 years as the President/CEO leading up to the acquisition in late 2017. Prior to joining the Bullhorn family, Ed has spent his career designing, building and managing technology solutions for numerous Fortune 500 companies. He has been a Partner in an ERP-focused consulting firm, a CIO for a global pharmaceutical company, a supply-chain leader for a retail company and the leader of a services company from its inception to $50MM in revenue. Ed was born in Florida but has spent the last 20+ years in Atlanta, GA. Ed loves to play golf, tennis and basketball and occasionally gets out kite boarding when the wind is just right.
Ed holds a Bachelor of Science in Industrial and Systems Engineering from the Georgia Institute of Technology and an MBA from Goizueta Business School at Emory University.
Vice President of Product
Jonathan Novich is Vice President, Product for Bullhorn, the global leader in CRM and operations software for the recruitment industry. A staffing technology innovator, he has developed broad and deep product and technical experience consulting to staffing firms over the past 15 years. Jonathan has acted as an independent consultant for some of the largest staffing companies in the world and advised companies on acquisition targets.
At Bullhorn, he oversees product initiatives as more than 7,000 staffing companies rely on Bullhorn’s cloud-based platform to drive sales, build relationships, and power their recruitment processes from end to end. He graduated with honors from Princeton University, earning a Bachelor of Science in Engineering in Computer Science and a certificate in Operations Research.
Brian Sylvester is Bullhorn’s Chief Financial Officer (CFO) with more than 15 years of financial leadership experience. Brian leads Bullhorn’s financial, accounting, and legal functions. Prior to becoming CFO, Brian spent three years at Bullhorn in various finance & accounting roles. Prior to Bullhorn, Brian was Corporate Controller at Pegasystems, a global provider of business process management software where he scaled the finance organization during a period of 2.5x revenue growth. Brian began his career at PricewaterhouseCoopers in their technology audit practice.
Brian is a CPA in Massachusetts, has a Master’s of Science in Accounting from Boston College and a Bachelor’s of Science in Accounting from Bryant University.
VP of Global Enterprise Accounts and Strategy
Ryan Murphy is the Vice President of Global Enterprise Accounts and Strategy. He began his 10-year career at Bullhorn as a finance and sales intern, affording him a 360-degree view of the software-as-a-service industry and Bullhorn’s business model. Prior to his current role, Ryan served as an Enterprise Account Executive where he honed his customer-first leadership style and championed Bullhorn’s offerings to its most strategic clients. Today Ryan leads a team across the US, UK and APAC to execute on Bullhorn’s global business strategy and introduce its product to new industries and markets. Ryan has a Bachelor of Arts in Business Administration from Boston University.
VP of Alliances and Business Development
Nina Eigerman is Bullhorn’s VP of Alliances and Business Development, responsible for the company’s technology and services partnerships. Prior to joining Bullhorn, Nina ran the Business Services practice at G2 Capital Advisors, helping agencies and their providers with capital market transactions. Earlier in her career, she was the President of Aquent Solutions and a consultant with McKinsey & Company. She also ran a full desk at a-connect, a global strategic staffing firm. Nina has a Bachelor of Arts from Harvard College and graduated from the MIT Sloan School of Management.
Executive Vice President of Corporate Development and International
Peter oversees Bullhorn’s international operations across EMEA and APAC in his role as Executive Vice President of Corporate Development and International. Peter joined Bullhorn in 2009 and was responsible for its highly successful UK launch. In addition to growing the international team to over 50 staff and establishing Bullhorn as the UK’s market leading recruitment software in fewer than three years, Peter has expanded Bullhorn’s reach into EMEA and APAC and achieved a user base of more than 10,000 international users. Prior to taking on the launch of Bullhorn in the UK, Peter spent 20 years working in the recruitment industry and held a number of senior director roles before moving into the technology space.
Chief People Officer
As the Chief People Officer, Kim is responsible for driving a highly effective people strategy, leading global talent acquisition, and directing training and learning programs while ensuring an engaging culture. Kim brings over 20 years of human resources management experience to Bullhorn. Prior to joining Bullhorn, Kim worked for Harvard University as the Director of Organizational Effectiveness and for E Ink Corporation as the Director of Human Resources. Kim started her career in the staffing industry as a recruiter placing temporary employees. Kim graduated magna cum laude with a Bachelor of Arts in Psychology from Syracuse University and has an Master of Science in Industrial/Organizational Psychology from Rensselaer Polytechnic Institute.
Chief Revenue Officer
As Bullhorn’s Chief Revenue Officer, Mike drives the company’s global revenue growth. Mike was one of the first 15 team members of Bullhorn Inc. in Boston and relocated to London in 2010 to start up the International team. In his 6 years in London, Mike drove regional expansion into the Netherlands, Germany, Singapore, and Australia. He has supplied cloud-based solutions to recruitment consultancies in over 50 different countries worldwide for the past 10 years. Mike was born and raised in the Boston-area where he grew up an avid sport fan. He earned his Bachelor of Science in Business Management from Babson College.
Chief Marketing Officer
As CMO, Gordon Burnes directs the company’s marketing and business development efforts, including product marketing, demand generation, PR, branding, creative, and Bullhorn Marketplace. He brings a broad range of skills and experience to the company across the product, marketing, sales, and business development functions to help drive growth. Gordon was previously the IBM executive in charge of worldwide marketing for the Risk Analytics group, which became the leading provider in the industry over the course of his tenure. Prior to IBM, Gordon ran marketing and business development for OpenPages, which was acquired by IBM in 2010. Gordon has a Bachelor of Arts in Anthropology from Harvard College and an MBA from Columbia University.
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