CASE STUDY
Customer Access through Partner during Covid-19
The Client: A leading banking software vendors in the world
The Need
- The client was looking at penetrating into their partner’s existing customer base to spread awareness of their offering, as well as, to generate a qualified pipeline
- This was an extremely critical need due to the ongoing pandemic situation to ensure customer access, engagement, partner motivation and qualified pipeline generation to identify low hanging fruits
The Objective
- Generate qualified Leads
- Enable company & offering awareness within the target audience
The Enablement
The Enabler ONE team conceptualized an Integrated Campaign consisting of:
- Digital & Social Media
- Training the partner’s sales team on the specified offering
- Driving a voice campaign, with the partner’s sales teams, to drive deeper conversations & generate leads within the end customer base
- Incentivize the partner for the leads generated
- Revamped & built the messaging content utilizing client provided information & its own research across similar competitive offerings
- Built the Call Guide to enable the partner’s sales team deliver the right messaging
- Helped design a co-branded social media & emailer artworks from scratch keeping in mind the brand guidelines of the vendor but with an aim to enhance the value proposition messaging & enable retargeting of the audience
- Executed the email & social media campaign through the partner into their identified target base
- Set-up & executed the training session for the partner’s sales team utilizing trainers from the client
- Set-up a live communication channel on the Blitz Day (call-out day) between the client, the partner & our team to ensure smooth communication.
- This was extremely critical since the partner; the client & our team were all spread across multiple countries
- Monitored & supported the client & the partner through the entire 8+ hours of calling into the partner’s customer base
The Outcome
- Helped generate a qualified pipeline of over USD 500k+ in a single day!
- Enhanced the engagement between the client and their channel partner
