Avnet are leaders in technology distribution and offer a full range of services, from supply-chain and design-chain services to core distribution services. Avnet also offers a complete HP portfolio with extensive technical expertise and knowledge of HP technologies and products.
Avnet’s primary objective was to grow its partner sales of HP Converged Storage solutions, specifically amongst their silver partner community. Avnet recognised that to achieve this, they needed to build much closer engagements with their silver partners and deliver more comprehensive tools to support their partners' go-to-market activities.
What was delivered
OneGTM initially worked with Avnet to help define the key messages for positioning HP as the leading converged storage solutions provider for businesses that were virtualising, or had already virtualised, their server estates. The initial joint campaign planning workshops ensured that the campaign strategy was based on a sound understanding of the market environment and sector trends. OneGTM then worked with key stakeholders within the businesses to define the campaign themes and the go-to-market plan. OneGTM then developed a complete go-to-market campaign toolkit for Avnet to distribute amongst selected silver partners, along with various sales enablement tools and sample campaign roll-out plans.
Following the development of the campaign toolkit, OneGTM have also been providing Marketing-as-a-Service for various partners who do not have their own in-house resources to launch the campaign themselves. This includes the development of bespoke campaign landing pages, co-branding of the key tools and broadcasting of the email series along with full email reports providing insight on any potential leads. This has resulted in the silver partners being able to identify leads more quickly and therefore significantly shortening their time to revenue.
The campaign toolkit has been very well received within Avnet and amongst their silver partners. Following the successful delivery of the various elements of the project, OneGTM have been engaged to support Avnet and HP on numerous other upcoming projects.