Partner Ecosystem Building

Client
Leading Industrial loT Platform
Challenge
We have strategic partnerships with the top integrators but there are thousands of SME integrators who do not know about our platform.
Objectives
  • Position as the preferred Industrial loT platform providers for system integrators.
  • Identify 1,000+ SME integrators who specialize in our target industries.
  • Identify integrators who are willing to establish us as their preferred PaaS.
Approach
loT ONE built a database of the top Sls in EMEA, NA, and APAC and ran an engagement campaign to prioritize potential channel partners for development.
  • Build comprehensive database of qualified channel partner leads
  • Engage leads with account based marketing
  • Prioritize leads for sales channel partnerships
  • Hand off leads to partner development
Result
  • Generated 260 qualified enquiries from 1.170 partner leads.
  • Provided a funnel report to support future targeting and proposition strategy.

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