Case Study
Global IT Brand Succeeds with Tier 2 Channel Partners
The Situation
Extu’s priority was to accelerate growth from emerging Tier-2 VARs. VARs were not utilizing existing through-channel, self-serve platforms as they had little-to-no in-house marketing resource.
The Solution
- Extu runs monthly digital marketing campaigns for these emerging VARs.
- Focus on making it easy = 70% of partners send digital campaigns every month, higher than any other program.
- Extremely strong database (customer) engagement, 5 times industry benchmark*
- Successful program scaling with 300 partners on the program
Results
$41M
2017 Attributable Closed Sales
300
Active Partners
200K
Monthly Reach
32:1
Annual ROI