Working with Radware to identify key stakeholders in three of their Systems Integrator partners marketing teams
The brief
A GSI (Global Solutions Integrator) Joint Marketing Programme for a leading provider of cyber security and application delivery solutions
Our client was struggling with a lack of awareness and understanding around its positioning and its DDoS (Distributed Denial Of Service) offering with key GSIs internally. There was a lack of clarity on the joint value proposition, and very little buy-in from partners on existing content.
They were looking to enable partners to drive leads through joint activity, and a 12-month plan, despite the lack of bandwidth and skills within the partner team to run this joint activity.
The results
A promising number of joint customers and new leads were secured per GSI
How we did it
Coterie developed an overall value proposition, plus a dedicated version for each partner. To ensure or client was able to reach its customer at every stage of the journey, we also developed a focused partner framework from which partners can select tactics.
A content audit allowed us to see what was usable and we were able to develop a GTM (Go-To-Market) plan per partner, incorporating existing content. We supported this with internal team briefings per partner, lead process, execution support, and reporting to ensure the campaign delivered results.
“Coterie have delivered a different experience, one that I have never experienced from an agency before. They have been an extended part of our team, driven to connect and form relationships with our partners and committed to stay the course to bring through some results.”
