Boosting Joint GTM Enablement

Bridge partnered with a U.S. subsidiary team, part of a global leader in cloud and digital transformation solutions, to provide a value-add GTM service to its partner channel, delivering partner-differentiated content through a turn-key engagement model.

PROJECT TYPE:
Partner GTM

The Situation

A U.S. subsidiary team, part of a global leader in cloud and digital transformation solutions needed a scalable way to develop joint solutions and GTM materials spanning multiple cloud products with its ISV and SI partners. It also wanted to test the impact of offering supplementary partner demand gen services.

The Solution

Bridge Partners designed a repeatable, scalable program enabling the U.S. team and its set of partners to go from solution definition to a customer-ready BoM within six weeks. The process began with a facilitated joint virtual workshop to define the solution offer and joint messaging. From there, we used a systematic approach to build a set of co-marketing and sales enablement materials. For one of the partners, these core pieces were then utilized to design and activate a lead acquisition & nurture campaign to generate qualified marketing leads for the Partner to convert through their sales motion. This effort incorporated the creation of a demand gen BoM, and execution of paid media and marketing-automated campaign via Bridge Digital services.