Our Client: Global leader in the technology industry
A global leader in the technology industry sought to expand its market reach and drive revenue growth in the complex and competitive MEA and APAC regions. Denave was tasked with creating a partner-led program to build solution mindshare and increase product consumption revenue within specific account segments. The initiative faced challenges in managing a vast network of unmanaged hosting companies, ensuring compliance with existing infrastructure requirements, and addressing data duplicity. On-site audits were not feasible, making accurate data collection and validation difficult. To overcome these obstacles, Denave orchestrated a highly integrated account-based marketing strategy. This multi-faceted approach included digital and telemarketing initiatives, targeted LinkedIn campaigns, vernacular branding strategies, and a drip email marketing methodology. This case study showcases Denave's ability to navigate complex market landscapes and deliver exceptional results for global tech giants through data-driven, partner-centric strategies that maximize revenue and market penetration.
Impact Generated
APAC Performance
70% of target hosting companies reported improvements post-campaign.
MEA Success
Achieved 165% of the target revenue goal in the MEA region.
Reporting Increase
Drove a 48% increase in reporting across the Middle East.
Account Growth
84% of accounts reported better performance after campaign execution.
Campaign Objective
Partner-Led Initiative
Create a partner program to build solution mindshare and expand market reach.
Revenue Growth
Increase demand and product consumption revenue for key accounts.
Market Penetration
Expand market penetration in the competitive APAC region.
Challenges
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Execution Methodology
Account-Based Marketing
Implemented an integrated strategy with digital and telemarketing initiatives.
Tele-Profiling
Trained an inside sales team to conduct tele-profiling for better engagement and need identification.
Webinars
Conducted end-to-end webinar management to generate intent-based leads and fuel the sales pipeline.
Email Marketing
Utilized a drip email marketing methodology to nurture leads and boost conversion rates.
Program Reach
Africa
South Korea
Singapore
Philippines
vietnam
malaysia
indonesia
hong kong