Deliverables
- Market research
- e-DM
- Lead generation
Creation, execution and management of a partner recruitment campaign to develop relationships across North America, the UK and Europe.
As part of a strategic review of their routes to market, Informatica wanted to extend and strengthen their partner channel. Informatica recognised that original equipment manufacturer (OEM) partnerships with independent software vendors (ISVs) were highly influential in driving revenue and market share for their products and solutions, and as a result, wanted to establish and leverage further OEM relationships.
We researched and profiled carefully selected ISVs across the targeted geographies, to provide Informatica with data and insight into this strategic market and identified potentially suitable partners to focus on. We went on to create and deliver a highly targeted communication campaign to raise the profile of Informatica and engage dialogue around the partnership proposition.
The campaign was initiated using personalised email, with a highly relevant business proposition. This was followed up with a telephone-based campaign, to engage directly with senior decision makers and influencers to introduce and discuss the partnership proposition.
As well as raising awareness of Informatica amongst these ISVs, our campaign provided detailed business profiles, and identified a significant number of immediate engagements for Informatica's Partner Managers to develop in the UK, across the Nordic and Netherland regions and in North America.
The campaign was initiated using personalised email, with a highly relevant business proposition. This was followed up with a telephone-based campaign, to engage directly with senior decision makers and influencers to introduce and discuss the partnership proposition.
As well as raising awareness of Informatica amongst these ISVs, our campaign provided detailed business profiles, and identified a significant number of immediate engagements for Informatica's Partner Managers to develop in the UK, across the Nordic and Netherland regions and in North America.