Building better business together
MavenWire (now Flo Group) is a recognised leader in delivering Transportation Management Solutions, with many years of experience in implementing logistics solutions for customers from a wide range of industries, and working with a selection of world-class suppliers. MavenWire recognised that many EMEA companies struggle with supply chain optimisation, and identified an opportunity to strengthen its own business by capitalising on that need.
MavenWire understood the value of developing a close relationship with Oracle in order to fortify its brand and create new sales opportunities within Europe. Oracle has a large number of partnering organisations, so it was important for MavenWire to stand out from the crowd; and establish itself as the go-to Oracle supply-chain consulting provider, if it was to achieve its business goals.
MavenWire wanted to improve it’s Partner Experience (PX) strategy and work on joint marketing campaigns to strengthen its relationship with Oracle, and build up a pipeline of well-qualified sales opportunities.
Bright appreciated the importance of building a strong relationship with Oracle through effective PX and were able to make this a reality.
Agile lead generation campaigns
MavenWire engaged Bright to help develop its PX marketing approach with Oracle. Bright planned and initiated a series of lead generation campaigns, initially independent of Oracle involvement but always sharing the results with the Oracle team. The campaigns focused on an integrated agile marketing approach, testing, learning and building on success by using:
- Engaging content and collaterals
- Consistent direct and indirect communication to the target audience
- Major industry conference and event sponsorship
- Social media outreach
After sharing the results with Oracle the approach evolved into a series of joint marketing campaigns with Oracle, to establish a pipeline of new license, implementation and consulting opportunities within key target accounts.
A joint campaign approach combined Oracle products with MavenWire’s delivery expertise to offer prospects a complete solution. The lead generation campaigns enabled MavenWire to identify new sales opportunities and win new business jointly with the Oracle sales team.
Joint partner marketing success
In building this alliance through proactive marketing, MavenWire leveraged the Oracle brand to validate its own propositions, and become a go-to partner for Oracle implementations and consulting.
Results
Improved PX
Resulting in investment in joint marketing campaigns as a proven and proactive partner
Campaign surpassed its target by 200%
Resulting in increased investment and further support from Oracle
Strong sales pipeline established
3-4 qualified sales meetings generated per month for MavenWire and the Oracle sales team to jointly pursue
