Client: A Global OEM brand
In an era where cloud adoption is disrupting traditional IT infrastructure, a leading global OEM faced the challenge of reactivating dormant accounts and reigniting demand for their server and storage solutions. Denave, a global sales and marketing solutions provider, partnered with the OEM to implement a multi-faceted, data-driven strategy focused on partner activation and targeted account engagement. By leveraging advanced data profiling, strategic partner collaboration, and a mix of digital marketing tactics, Denave successfully navigated the complexities of the market, revitalized the OEM's channel ecosystem, and delivered substantial pipeline growth.
Impact Generated
Pipeline Value
Generated over $20 million in qualified pipeline opportunities for server and storage solutions
Lead Generation
Delivered 1000+ BANT qualified leads, demonstrating strong sales potential
Account Engagement
Profiled and engaged with 14,000+ dormant accounts, reestablishing valuable connections
Multi-Channel Reach
Extensive reach across digital platforms, generating millions of clicks, driving leads acquisitions.
Campaign Objective
Partner activation
Re-engage and empower 80+ channel partners across 8+ countries to actively promote the OEM's server and storage offerings
Account Reactivation
Reestablish relationships with 20,000+ exclusive accounts that had not transacted in the server and storage segment for over three years
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Pipeline Generation
Drive new leads and pipeline opportunities for the OEM's server and storage business, countering the impact of cloud adoption
Challenges
ServicesOffered
Digital Marketing
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Program Reach
UK
USA
UAE
Germany
South Korea
Singapore
pan india
australia
Execution Methodology
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Digital Marketing
Executed targeted digital campaigns across various platforms, including programmatic advertising, Google Display Ads, and Quora Ads, to generate awareness and capture leads.
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Lead Qualification
Utilized a robust lead qualification process, including BANT criteria, to ensure high-quality leads were passed to partners.
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Data Profiling
Conducted in-depth profiling of target accounts to identify key decision-makers, pain points, and buying triggers.
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Partner Engagement
Implemented a multi-pronged partner engagement strategy, including digital enablement, training, and co-marketing initiatives.