VMware wanted to create a long-term, integrated demandgen program, which they could offer to key partners to build pipeline and increase mutually beneficial sales. The first partner to participate in the program was Presidio (www.presidio.com), a multi-billion dollar provider of digital transformation solutions, who became our direct client.
To deliver on these goals, we developed a strategic program designed to be fun, programmatic, measurable and repeatable across partners. There were two key and highly robust deliverables: 1) a customer-facing, interactive and educational microsite (www.Presidio.com/bigcloud) to engage Presidio customers and prospects, and 2) a corresponding, Turnkey Demandgen Program — complete with strategic guidance; target audience description, buyer’s journey; messaging; and a robust suite of collateral, videos, customized emails, social posts, event invitations and signage, and even SWAG — that was implemented immediately by both Presidio marketing and sales teams to build awareness, increase engagement and drive sales. One of this Program’s many benefits was creating alignment between these teams and accelerating their respective activities to build pipeline and increase sales.