situation
A major Technology client was committed to supporting their Business Partners with marketing programs that would help them close sales opportunities.
In addition to offering Marketing Development Funds (MDF), they had provided a sophisticated, self-serve web site, which gave Business Partners access to sales training and promotional tools such as ad campaigns, trade show materials and other enablement tools and resources. Results, however, had been disappointing. Business Partners were leaving money on the table or rushing programs out at year-end. The client determined that many Business Partners had neither the expertise nor the resources to manage the execution of the marketing tactics.
solution
Maritz recommended a flexible program of strategic and tactical marketing services that provides specialized expertise and resources to build and implement marketing programs following proven project management methodologies. Marketing managers work closely with Business Partners to understand their business plans and help them make optimum use of funds and resources available from the client.
Whether the need is for knowledgeable marketing support or marketing services from which to choose, clients realize an increase in demand generation and business results. Maritz can either execute or supplement an existing marketing plan, or manage all marketing functions from start to finish, tracking and reporting results as they go.
results
- Business Partner marketing programs were more closely tied to actual business plans.
- Business Partners experienced increased demand generation.
- Nurtured relationships combined with tracking and reporting on successes strengthened the client/Business Partner relationship.
- Client industry facing reps were freed-up to be more client facing.
- Marketing funds utilization increased dramatically.
- Increased visibility into pipeline, qualified leads and closed business.
