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SALES OPPORTUNITY IDENTIFIER

How we built a needs assessment tool for Arrow's partners to identify Veritas upsell opportunities

 
B2B / ORACLE ELOQUA

 

 

 

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At a glance...

 
OVERVIEW

Needs assessment tool for Arrow's partners to identify Veritas sales opportunities, built on Oracle Eloqua

 
CLIENT

Arrow, a global IT distributor selling Veritas products and solutions via their channel partner network

 
CHALLENGE

Keeping front of mind with partners is critical for IT vendors, so providing innovations to help partners develop their own sales process is key to developing that relationship.

THE BRIEF

  • Create a “tool” for partners to quickly assess their customer’s needs based on size, sector, challenge, and existing Veritas product portfolio.
  • Provide the partner with a value-add conversation starter to discuss with their customer.
  • Use the opportunity to recommend additional Veritas products

OUR SOLUTION

THE IDEA

  • A web app, through which partners can select options via a simple, mobile friendly, graphical interface
  • This creates a digital “needs assessment”, gathering insight into their customers’ pain points
  • User answers generate an immediate, shareable, report with suggested Veritas products to help their pain points

THE PLATFORM

  • Oracle Eloqua

THE PROCESS

  • The web app was built on Eloqua, capturing user answers to visually presented questions
  • Simple and easy to complete, the app encourages submissions by being slick and user-friendly
  • Eloqua’s dynamic content capability is used to generate the reports from 256 possible outcomes

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OUTCOME

The Arrow Veritas Opportunity Identifier is an evergreen web app, with partners constantly using the tool to identify Veritas sales opportunities within their customer base.

Our client, Arrow, won the coveted Veritas Marketing Innovation Award 2022 for both this web app and the Aim High partner uplift programme we also designed and built for them.

Get in touch

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How we helped

The Social Change Agency

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The Social Change Agency help groups and organisations build the structures, knowledge and networks they need to make change happen.

Their requirements for a platform included:

  • A way to manage grant applications and the distribution of funds
  • A central, single source of truth for all contacts and comms
  • Tools to manage marketing all in one place
  • Ticketing system to triage and resolve day-to-day enquiries