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Verizon

Accelerating go-to-market, positioning and enablement for Verizon Partners

The challenge

Whilst Verizon have had channel Partners for many years as a way to generate geographical coverage and widen expertise and markets they service, there was little in terms of formal Partner marketing programmes in EMEA.

Additionally, network services is a competitive space and leveraging Partner capability and expertise is the key to establishing credibility for Partners with their end-user audience.

Key features

  • Flexible but programmatic approach

  • Creation of Partner differentiation

  • Faster time-to-cash for Partners

  • Multi-region/multi-language

Alongside the typical hard objective of sales growth, understanding how the Partner proposition sits with the Verizon offering both for the Partners and Verizon's internal teams was also a key objective.

verizon_case_study-1
verizon_case_study

Sherpa's Approach

Following a series of interviews with the Partner Account team and Partners themselves, Sherpa identified the need to increase the credibility and propositions of Partners within the sales context  - as well as the need for various levels of supported marketing.

Sherpa created an EMEA channel support and acceleration programme with Partner enablement and experience (PX) at its heart.

The programme enabled Verizon's Partner to pick and choose from a range of accessible sales and marketing support packages, each supporting a critical stage in the Partner go-to-market journey, and underpinned by Sherpa's consultative approach.

The approach offered scale and flexibility - key to take up - depending on the Partners' maturity and resource levels.

Sherpa's Partner Marketing Support for Verizon

Sherpa Partner Marketing Support Options for Verizon v2

Sherpa-Verizon-Partner-Joint-Value-Proposition-Development-CaseStudy

Results

One year on and Sherpa has worked with 14 Partners, equating to 80% EMEA territory coverage and thus highlighting the demand for these services, while plugging a large Partner enablement gap.

While Sherpa has supported Partners with the delivery of multiple demand generation and sales funnel enablement campaigns, the JVP support package, which centres on the development of co-branded assets for use throughout sales communications and owned channels and includes the provision of credentials, presentations, landing page wireframes, social and branded toolkits, has been the most popular support offering.

Partners who chose to invest in these carefully planned services have supported exponential growth of the channel and also seen an increase in deals landed. 

Verizon predicts this programme will deliver a 33% year on year increase in sales revenue from the EMEA channel.  

Key stats

77%
Close Rate
80%
EMEA Footprint Coverage
33%
Predicted 2021 Exponential Growth

Partner feedback

Verizon Partner Testimonials 2b

Verizon Partner Testimonials 1b

 

Related services

Grow

Year-on-year you need more revenue from your channel ecosystem. You need tactics that deliver: channel ABM, syndicated demand generation, intent data campaigns and social selling within channel. All measured with microscopic diligence.

Enable

Managed Partner enablement ensures rapid time to cash for new Partners, mobility and growth of current Partners, and high-levels of end-customer satisfaction. Excellence in channel enablement requires thought.