Generating customer leads for Atos and helping them to stand out in their market

The brief

Atos is the global leader in secure and decarbonised digital with a range of market-leading digital solutions along with consultancy services, digital security and decarbonization offerings; an end-to-end partnership approach.

They were seeking support to differentiate themselves in the highly competitive SAP S4Hana market. Previously, they were perceived as a niche player and were therefore often overlooked by their customers in this space.

The challenge was to help develop and launch a new capability in the Atos Application Management Services portfolio to help them stand out in the market and to generate customer leads.

Objectives

Work closely with Atos to develop a value proposition 

Develop a GTM (go-to-market) strategy focusing on multiple channels across the RACE buyer journey

Generate new leads through effective campaign execution

The results

The campaign results exceeded targets and expectations. 

150% of target leads

New logo win

Primary SAP provider

Services

Value proposition

We worked alongside key stakeholders to create a joint value proposition

GTM plan

Our team created an effective GTM strategy that was aligned with the RACE model buyer journey

Campaign execution

We created a number or assets, including an e-book gated asset and executed the campaign across multiple channels

How we did it

Coterie helped to define the target segment, before producing a VP & an eBook as a gated hero asset for lead generation.

We also produced a Go-To-Market (GTM) strategy, utilising marketing activities created across a range of channels and media at different stages of the RACE/Funnel buyer journey – including sales enablement.

The next stage was to execute this innovative, integrated marketing campaign demonstrating value propositions using advertising and organic content of interest manufacturing-sector executives, describing expertly the issues they face and the solution available. We also had a focus on internal offline audiences in order that they ‘evangelise’ the solution

Finally, we helped plan the execution of the campaign, setting up weekly review calls to progress the campaign and track and measure the success.

Want to find out more?

If you want to find out more about our partner marketing services, or how we can deliver targeted ABM campaigns to engage your partners, book an informal chat with one of our team.