- On July 13, 2021
We spoke last week about Account Based Marketing, and how doing the basics right could get you a long way in what is becoming a more and more competitive field. While selecting the right accounts, having good distribution channels and great content for vendor channel marketing will get you so far, sometimes the connection between vendor and partner can just be missing the mark enough to cause dropped sales.
While creating a great ABM ecosystem is invaluable for your vendor channel marketing initiatives the only real way your message gets through is with partners being fully engaged and enabled, consistently, to go out and sell your solutions into those companies.
But how can we create that sort of consistent partner relationship when your program has maybe 1000? 10,000?? 100,000 partners?! Its hard enough work scrolling through the pages of contacts in your PRM nevermind having to cultivate and redefine your relationship with (ideally) all of them, or at least notably those top 20% of prime partners.
Vendor Channel Marketing the Gorilla Way
So where’s this all leading? Sure, we’re a channel marketing company, so we can help provide your partners with some of the tools they need to be successful out in the account based marketplace but once the campaigns over who’s going to be there to make sure those partners keep pushing and making the most of your offerings?
Well, when it comes to partner enablement for vendor channel marketing, you’ve come to the right people. You may not know but we have a long, storied, history creating, refining and maintaining connections between vendors and partners. Back in the distant past we had a brainwave and created the original Marketing Concierge. We took flexible outsourced marketing management professionals and put them to use as super-powered, partner enabling, vendor channel marketers. Buoyed by our global presence, and a wealth of native speakers, the Gorilla Marketing Concierge became a huge success across the world, helping some of the biggest names in tech keep a handle on their channel and a personal touch with their partners, directly and persistently.
But, you’ don’t have to just take our word for it.
One of Gorilla’s biggest success stories is with the global data & virtualization giant Nutanix. Though Nutanix had a wide and varied partner program to call upon they felt they lacked a level of partner engagement from maintaining their unmanaged channel. They needed support for their channel partners across the challenging and fluctuating climate of EMEA, in order to further enhance their sales performance there.
Their primary focuses for their work with Gorilla were:
To activate dormant and semi-dormant partners
Provide their partners with native expert partner marketing support
Drive a greater level of partner marketing activity
And ultimately increase the loyalty of their channel to help maintain higher engagement in the future
Gorilla decided the Marketing Concierge would be the ideal way to accomplish these goals and set to work changing the status quo of Nutanix’s channel, creating and recreating connections with the programs partners and encouraging marketing activity with incentives and immaculate personal service.
You can read and download the full case study by following the link below
Discover the Concierge Solution with Gorilla
If you’re interested in finding out more about how the Gorilla Partner Marketing Concierge could help with your partner channel marketing, engaging and enabling them, personally, every day, contact us to learn more about the ways we can help you enhance your program.