Channel Enablement: Featured Work

• VCE

  Client need: VCE needed an all-encompassing reference piece its account managers could use to guide partners through the before, during and after of a sale.

  Launch solution: First, we created a draft document that mapped VCE resources to the sales process. Then, we designed a hyperguide with internal links and an index that made it easy to navigate.

  

  

• Arrow ECS

  Client need: Arrow ECS was looking for a value-added marketing program to help its IBM business partners identify and close new opportunities for their IBM XIV Storage Solution.

  Launch solution: Launch created a Whiteboard Conversation campaign that helped partners discuss the business benefits of the XIV storage solution. The campaign included a whiteboard conversation script, a high-impact customer deliverable, and an electronic memo pad to deliver the whiteboard conversation.

  

• NetApp

  Client need: NetApp needed to create a comprehensive enablement offering that would help its channel partners grow their businesses around joint backup and recovery solutions.

  Launch solution: Building on NetApp's highly visible, well-received GetSuccessful channel enablement program – which Launch helped create – we developed a targeted partner-enablement guide around NetApp backup and recovery solutions that included content and messaging specific to executive, sales, marketing and technical audiences.

  

• Cisco

  Client need: Cisco turned to Launch for help in customizing an existing sales and marketing program to the specific needs of its channel partners.

  Launch solution: We analyzed the original program, determined best practices and developed a partner version that featured premium, branded promotional items that partners could leverage to gain access to elusive prospects. For it, Launch utilized Cisco technology to deliver online training sessions, managed fulfillment of the sales kits maintained detailed metrics for the campaign and reporting.