Case study: Channel Development

 

Client: IBM and Lotus Software Development Company

Target market: IBM Gold/silver partners in UK and Ireland, followed by Europe

The Challenge

This Company had decided to restructure without a direct sales team and focus primarily on development and the channel market. They required their software set to be taken to end users of Lotus and Domino as quickly and cost effectively as possible.

The company was targeted to attract 10 partners around the UK and Ireland within the first 12 months.

The Solution

The Company approached Logicall Results to take on all sales and marketing elements of building and developing the partner programme.

Logicall initially scoped and gathered a database of relevant companies which it felt would help the company achieve its target.

Following this we devised an informative email shot in the branding of the existing website and emailed the potential partners in the UK market place.

 

Results

From the initial marketing Logicall generated 3 qualified introductions, of which 2 turned into partners within the same month.

After the first quarter, Logicall had set up over 20 appointments and the client comfortably converted the required number of partners within the targeted time span.

The client is now looking to work with Logicall to target the end user market in conjunction with the partners.

“I’m thrilled with what we’ve achieved in such a short space of time. The Company are blown away and I can’t wait to target to the end users now!” Marketing Director.