Customer: Prominent ERP Software Provider
Locations: North America, EMEA, APAC
Operating across more than 20 global offices, our client, a significant player in the ERP realm, sought to fortify its channel partnerships by strategically expanding its network. The primary objective was to onboard new partners specializing in ERP, Service Desk, CRM, and Accounting Software. These partners needed to possess a proven track record in selling or consulting for enterprise-grade ERP solutions. An additional layer of complexity was introduced: identifying the right companies and the appropriate personnel within them for productive channel and partnership dialogues. The ultimate focus was on partners capable of reselling to key verticals: Healthcare, Finance, and Retail.
In response to these challenges, Datnex executed a comprehensive strategy. Initial efforts included an exhaustive analysis of potential ERP, Service Desk, CRM, and Accounting Software Consulting companies across North America, EMEA, APAC, and LATAM. Subsequent to identifying these companies, Datnex undertook a meticulous categorization process based on the industries they served. Boasting a repository of over 10,000 new partner-prospect companies specializing in Healthcare, Finance, and Retail verticals, the targeting was further fine-tuned. This refinement focused on the precise personnel within these companies who held the key roles for partnership decisions. Titles such as VP Partnership, Director Partnership, Director ERP Solutions, Application Solutions, CEOs (in smaller companies), Director Sales, VP Sales, and Director of Managed Services formed the cornerstone of this targeting effort. Datnex succeeded in providing the ERP customer with an expansive pool of over 40,000 potential channel prospects. These prospects aligned with Healthcare, Finance, and Retail verticals while boasting expertise in selling or consulting for ERP, CRM, Service Desk, and accounting suites.
The outcomes were remarkable. The client, through its maiden marketing program targeting these specialized personas, successfully engaged with over 30 new partners. This engagement was particularly impactful in countries where the client had a limited physical presence. This engagement translated into the augmentation of the client’s sales force by almost 30 extended teams. This strategic move resulted in a substantial increase in revenue streams from new and previously untapped markets.
- Precise Partner Targeting: Datnex expertly honed in on the most suitable channel partners through refined targeting strategies.
- Target Persona Engagement: The strategy delved deep into engaging the right decision-makers within these potential partners, ensuring maximum alignment.
- Global Coverage Strategy: The engagement strategy facilitated global reach, effectively expanding the client's market presence.
- Precise Partner Targeting: Datnex expertly honed in on the most suitable channel partners through refined targeting strategies.
In essence, the collaboration between the ERP Software Provider and Datnex served as a testament to the power of strategic targeting, precise engagement, and industry alignment. By connecting with an array of partners possessing specialized expertise, the client unlocked the potential of new markets, achieved revenue growth, and fortified its position as a channel leader in the ERP landscape.
Customer: World’s 5th Largest Software Company
Locations: United States
Ranked among the top five software giants globally, our customer boasts a diverse product portfolio spanning ERP, Cloud, CRM, Project Management, Virtualization, Security, Database, and various other categories. The challenge at hand was to harness the potential of Independent Software Vendors (ISVs) to enrich their ERP marketplace. The customer’s focus was on engaging new ISV partners to expand their marketplace presence. The pivotal contact within the organization was entrusted with the responsibilities of ISV Development and fostering ISV Partnerships.
In response to this challenge, Datnex initiated a strategic approach. By curating a precisely targeted database encompassing over 55,000 ISVs in North America, Datnex provided a comprehensive solution. The database not only served as a pool of potential ISV partners for the customer but also included a crucial layer of insights. Datnex went beyond identification, offering information on the competitors with which these ISVs were currently aligned. This intelligence granted the customer a panoramic view of the ISV market segment, facilitating the identification of the right ISVs for partnership discussions.
Armed with this targeted information, the customer witnessed swift and impactful results. In the mere span of the first quarter post-acquisition, the customer successfully onboarded an impressive count of 52 new ISV partners onto their marketplace.
- B2B ISV Identification: Datnex meticulously compiled a database of Business-to-Business (B2B) ISVs and Software Original Equipment Manufacturers (OEMs) prevalent in the North American landscape.
- Competitor Insights: The added layer of insights regarding the ISVs' current vendor affiliations illuminated the competitive landscape, aiding the customer in strategic partner selection.
In essence, the collaboration between the world’s 5th largest software company and Datnex exemplified a strategic pathway to ISV partnership expansion. Through precision database curation and enlightening competitor insights, the customer achieved significant growth in their marketplace within a remarkably short timeframe. This case study underscores the pivotal role of targeted intelligence and strategic partnership choices in driving exponential marketplace evolution.
Customer: Leading Enterprise Resource Planning (ERP) Software Giant
Locations: Latin America (LATAM) and Caribbean
As a prominent player in the global ERP software industry, our customer aspired to amplify their channel network by establishing connections with ERP consulting firms situated in the Latin America & Caribbean regions.
In pursuit of this goal, Datnex undertook a strategic journey. Initially, the team meticulously segmented and compiled an extensive database of over 500 companies that aligned with the client’s vision for potential partnerships. Subsequently, a dedicated account manager, in close collaboration with Datnex, undertook the crucial task of meticulously verifying each company in direct consultation with the client.
Building on an already established partnership as a registered vendor, Datnex significantly contributed to the client’s success story. Armed with the enriched database, the client successfully launched an official partner program, a move that led to a notable upsurge in partner acquisitions from the LATAM region. This partnership transcended geographical boundaries as Datnex’s collaboration extended beyond this region to support the client’s marketing efforts and MSP/Reseller database endeavours on a global scale.
- Precision Database Compilation: Datnex undertook the task of curating a highly targeted database, meticulously tailored to the specific needs and nuances of the niche market that the client aimed to penetrate.
- Thorough Expertise Evaluation: Ensuring the aptitude of the identified firms in reselling ERP software was of paramount importance. Datnex and the client joined forces to meticulously verify the expertise of each company.
In essence, the strategic partnership between the ERP Software Giant and Datnex exemplified an impactful approach to channel expansion. By leveraging a finely curated database and a meticulous expertise assessment process, the client witnessed a surge in partners from the LATAM region, marking the initiation of a successful partner program. This case study stands as a testament to the synergy between precise targeting, profound industry understanding, and the potential for transformative channel growth.
Customer: Endpoint Security Software Company
Locations: United States
An innovative endpoint security software company based in the United States aimed to establish a robust Managed Service Provider (MSP) partner program. The primary goal was to enlist a substantial number of MSPs to distribute their Endpoint Software to diverse MSP endpoints. An essential aspect of this endeavour was identifying whether potential MSP partners were classified as CSPs (Cloud Service Providers), Managed IT Service Providers, or MSSPs (Managed Security Service Providers).
Leveraging an exemplary MSP Marketing Solution, Datnex undertook the task of meticulously mapping over 50,000 global MSPs. This initiative extended beyond mere MSP classification, delving into finer categorizations such as ITSPs (IT Service Providers), CSPs, Software Resellers, MSSPs, TSPs (Technology Service Providers), UCSPs (Unified Communications Service Providers), SI (System Integrators), OEMs (Original Equipment Manufacturers), ISVs (Independent Software Vendors), and various other segments. Through this comprehensive approach, the client was furnished with an up[1]to-date and detailed register of CSPs, Managed IT Service Providers, and MSSPs, aligning perfectly with their target audience for the endpoint solution. Furthermore, the team augmented this data with insights into the industries these MSPs catered to and their existing technological competencies. This infusion of valuable information significantly fortified their channel marketing initiatives.
Empowered with a precise MSP targeting database, the client executed highly targeted outreach for their partnership endeavours. The inclusion of MSP size data served as an additional boon to their MSP Program strategy. As a testament to the efficacy of the approach, the client successfully onboarded an impressive total of 54 new MSPs into their channel ecosystem.
- MSP and Channel Targeting: Datnex skilfully honed in on the most suitable MSPs through refined targeting techniques.
- Industry Alignment: The alignment of MSPs with their respective industries was meticulously undertaken, ensuring the optimal match for the client's offerings.
- Technology Proficiency Inclusion: The integration of the current technologies offered by MSPs enriched the client's understanding, facilitating tailored partnership approaches.
In essence, the synergistic efforts between the endpoint security Software Company and Datnex culminated in a triumph, characterized by a strategic onboarding of MSP partners. This case study stands as a testament to the power of precise targeting, detailed segmentation, and the potential of insightful industry alignment in propelling MSP programs to unprecedented success.
