case

Effective co-marketing for the two largest IT-vendors

Client

Microsoft (B2B) / One of the largest software companies

Project goal

Lead generation for a combined offer of the two largest IT-vendors to implement SAP solutions in Microsoft Azure IT infrastructure.

Target audience

C-level executives of large companies:  CIO (Chief IT Officer), СТО (Chief Technical Officer)

Main challenges

Our goal was to generate leads for the Microsoft Azure public cloud, which can host SAP solutions. The main challenge was to convey the right value of the combined offer to the right segments of the target audience at the right time.

 

What was done

What was done

 

Client’s proposal analysis

We analyzed the customer journey and realized that IT infrastructure choice occurs at 2 main points during this customer journey:

  • at the stage of working on the project details, to understand exactly how the IT landscape will look like in case of purchasing a business solution;
  • at the main stage of substantive negotiations on the choice of a business application (SAP solutions).

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    gemdigital

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