IBM Customer Success Stories
Increasing direct channel sales for IBM software clients
Objective
As one of IBM’s top three resellers, it was essential to keep our company in the spotlight with key IBM Channel Partners, who had the power to direct clients to our products and significantly affect revenues. We needed a vehicle that would not only raise awareness of our solutions but explain how others were utilizing them as well.
Solution
I created a success story template and asked our Sales Reps to notify me each time we made a major deal. I worked with the reps and often directly with the client to get to the crux of each story to write and distribute via e-mail to our entire IBM Channel Rep and IBM Executive List.
Results
This one marketing tactic alone was responsible for landing seven new clients within one year via direct referral from IBM.