Process Scheduling Lead Generation for SAP Partner
The Client
Our client is an international provider of process automation, job scheduling, and enterprise report management solutions that help businesses become more productive. Their solutions enable global organisations to maximise the value of their IT infrastructure and information resources to meet today's business challenges.
The Campaign
SAP Central Process Scheduling (CPS), co-developed by our client and SAP, is the only enterprise job scheduling solution validated, sold and supported by SAP. It is a core component in the SAP NetWeaver platform and enhances SAP business applications including SAP Financial Closing cockpit, SAP BI, and SAP Solution Manager.
As part of our client’s formal partner alliance with SAP Martrain were commissioned by SAP’s Alliance Director to help drive new revenues for CPS by identifying new business opportunities in the SAP customer base. Working closely with both partners and their Account Managers Martrain designed a one to one marketing campaign.
After creating a thumbnail sketch of each account individually tailored letters and emails were sent to carefully selected decision makers within the target accounts. Follow up calls, again with individually tailored messages, built a business case for the solution to be considered.
Once firm interest had been established the dialogue could then be developed by the Partner or Account Manager directly.
The Results
Given the ongoing success of Martrain’s approach the campaign was twice extended to cover a total of 88 target accounts and generate 29 leads.
The following year our client won the SAP ISV Partner of the Year by Revenue.