Managing partner marketing on behalf of a tech enterprise company
Our client is a world-leading tech company, offering hybrid IT, digital transformation and cutting-edge cloud solutions along with server, storage and networking solutions for enterprise and mid-market businesses.
Arvato has been serving as the client’s only Marketing Services Agency (MSA) in India, guiding its channel partners on the best marketing practices and helping them plan and execute the right campaigns aligned to their goals.
The client has multiple channel partners and distributors in the country who help sell its products to various businesses. To help these channel partners promote the product, the client allocates a marketing budget. However, if the process of channel marketing is not centralized for the channel partners then there is no way to know if the marketing funds are being used to deliver the desired results.
To solve for the gaps in the marketing activities done by the channel partners, the client was looking to centralize its channel marketing activities in India.
To bring in more efficiency and transparency in how the client’s funds were being utilized by the channel partners for marketing activities and also to ensure that its brand identity is maintained throughout, Arvato now serves as the client’s only Marketing Services Agency in India.
In its role as the MSA, Arvato India takes care of end-to-end marketing for the channel partners. For instance, when a channel partner wants to target a certain set of customers, Arvato guides them on the right strategy taking into consideration all the factors for the maximum success of the campaign. After the strategy is finalized, Arvato helps the client with the end-to-end execution of a campaign. This could range from a digital marketing campaign to an event-based marketing initiative. Arvato also provides the partners with design and content support.
All through the process, Arvato experts work very closely with the channel partners, delivering high-impact marketing campaigns for the clients.
All of the client’s channel marketing has now been streamlined. Over the course of 3 years of our partnership with the client, we have delivered hassle-free service to the client. With greater transparency and efficient funds utilization, the client has also seen an impressive growth in YOY revenue.