OceanFrogs

Case Study

42Gears: How Did They Build Their Partnership Funnel?

OceanFrogs Solution

Website

https://www42gears.com/

SaaS Offering

Mobile Device Management

Revenue

USD 5-10M

Geography

USA, India, and Europe

Established

2009

  • Context & Company Profile

42Gears helps customers manage and monitor their mobile devices. It has pioneered cloud solutions for enterprise mobility and gained recognition for unified endpoint management technology

42Gears wanted to discover partners globally because partners have proven to be a good revenue stream for them.

  • Challenges

Mobile device management is a crowded market with big players such as VMware, SOTI dominating and having a huge partner network base.

Enterprise partners in ISV, SI categories are taken by these giants.

Their challenges included:

1. Scalable partner discovery is missing.

Partner marketing is one of the most vital ingredient to creating the top  funnel and fueling the top-line growth of a partner driven revenue. 42Gears focuses on Rugged Industry and goal was to increase partners in that segment. 

2. Random cold-calling is aimless and time-consuming.

42Gears  needed a structured and focused approach to utilize its partner marketing organization effectively. They needed to connect with the right prospects for effective results.

3. Lay the foundation in the USA and Europe

42Gears had good # of partners from the APAC market but struggled to get traction going within the USA and Europe market.

  • Solution

OceanFrogs aims to provide the best sales intelligence to build the top funnel. Our data accuracy and right Intel scales tech platforms by finding accurate information about accounts and decision-makers.

OceanFrogs helps companies identify buyers as well as channel partners.

OceanFrogs provided a curated list of partners for various segments.

These were the segments where partners were discovered:
1. ISVs
2. SI
3. MSPs
4. OEM and ODM players
These were the regions where partners were discovered:
1. APAC
2. Middle East
3. India
4. USA
5. And Europe
OceanFrogs has a huge database of companies with following attributes:
1. Company Name
2. Their Products
3. Industries in Focus
4. Revenue Range 
5. Geographies with presence

OceanFrogs Platform recommended more than 1000 suitable prospects in various geographies in segments mentioned above. Each of these prospect partners was 100 % fit with the segments given.

42Gears also wanted to prioritize partner prospects that have shown intent to partner. 

Suitable intent sources on partnership are
1. Partnership announcements by prospects
2. A new hire of channel partnership
3. A new hire of partner marketing team
4. Promotion in partnership team
5. Active Partnership webpage
  • Results

42gears ran the campaign with OceanFrogs intelligence. 

Initial Results: 
Channel partners from APAC and India provided great response and were converted to partners in the first quarter of the campaign run itself.

Long Term Results: 
It took a while to fix the communication copy and messaging for the USA and Europe market.

Within 2 iterations of fixing messaging, understanding prospects, 42Gears started getting conversations going.

  • Conclusion

1. 42Gears has established a huge pool of partners in various geographies.
2. 42Gears continues to engage partners and is building on it every year.

Manisha Singh
Manisha Singh
Head of Marketing, 42Gears
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Built Channel Partners Ecosystem with OceanFrogs Sales Intelligence. The team is super friendly and helps you at each step of the way.

OceanFrogs helps tech platforms reach the best-fit accounts

These platforms have improved the quality of their outbound outreach and enhanced the inbound lead quality by using our Inbound Lead Enrichment tool. Our data accuracy, excellent account coverage and good Intel qualifies leads and allows Reps to focus on outreach.

Read more to understand how our customers drive more revenue with OceanFrogs

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