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ERP Channel Case Study
ERP Channel Case Study
Customer: A large ERP software providerLocations: North America, EMEA, APAC
Challenge
The customer is a large ERP company with more than 20 global offices. They were
looking to strengthen their channel partnership and add more partners for ERP,
Service Desk, CRM and Accounting Software. Companies that already have expertise in
selling or consulting for ERP/Applications to the mid to large enterprises. The main
challenge was to find the right company and the right person in the company for
channel and partnership discussions. The main goal was to focus on partners who can
resell to Healthcare, Finance and Retail verticals.
Solution
DemandCurveMarketing first analyzed the potential ERP, Service Desk, CRM and
Accounting Software Consulting companies from North America, EMEA, APAC as well as
LATAM. After identifying the companies DemandCurveMarketing categorized the
companies as per the industries they serve. With more than 10,000 new
partner-prospect companies selling to the Healthcare, Finance and Retail, we further
sliced the target audience down to the partnership related target personas from
those companies. Titles like VP partnership, Director Partnership, Director ERP
Solutions, Application Solutions, CEOs from smaller ones, Director Sales, VP Sales
and Director of Managed Services, DemandCurveMarketing was successful in helping the
ERP customer with 40,000+ new potential channel prospects, that sold to Healthcare,
Finance and Retail verticals, from the companies that have expertise in selling or
consulting ERP, CRM, Service Desk and Accounting suites.
Results and ROI
The customer was able to engage with 30+ new partners in countries where they had
less physical presence with the first marketing program on the target personas. This
would mean almost 30 extended sales teams to the company and has resulted in growing
their revenue stream from new markets.
Key solutions
Right channel partner targeting
Reaching the right target personas
Mapping the channel list by industry and product expertise