How Coterie aligned global giants for partner-led growth.
Overview
A leading cybersecurity firm and a legacy technology provider had already joined forces. Meanwhile, the cybersecurity firm was also partnering with a major cloud hyperscaler to secure cloud migration efforts.
The next step was to bring all three players together, uniting platform innovation, cloud infrastructure, and cybersecurity expertise to support secure business transformation and enable growth in the AI era. While the partnership was agreed in principle, each brand brought its own priorities and pace. Still, there was a shared commitment to collaborate and unlock greater value together.
The results
- Simply getting the three teams in a room and facilitating a conversation led to the culmination of a win with a large public sector account in UK.
- A podcast (which is part of the cybersecurity leaders five stage series) was broadcast, followed by a round table.
- A programme was built to educate and enable internal sales teams on the opportunity and provide the why and how for the triparty deals, including a playbook and team enablement videos.
How we did it
Coterie facilitated bringing together the three brands and their teams of senior stakeholders. Collaborating and using Coterie’s robust proposition methodology encouraged discussion around the offer, target accounts, and ways of working.
We developed the tri-party value proposition in a workshop environment using our Value Proposition collaboration tool.
We proposed that sales enablement material be created to improve the awareness and education of all three teams. We created a launch video, playbook, sales deck, and fast facts that were launched at a networking event for each brand, and communicated via their own internal channels.
Download our case study below
Want to find out more?
If you want to find out more about our partner marketing services, or how we can work with you and your partners to elevate your strategic partnerships, book a call with a member of our team.