ERP Channel Case Study

ERP Channel Case Study

• Customer: A large ERP software provider
• Locations: 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
• Proposing and delivering global coverage