Case Studies
Unlocking Strategic Potential.
Explore Align’s expertise in uniting teams, streamlining processes, and delivering quantifiable revenue growth.
How We've Helped Companies Align
Case Studies
Driving Revenue Goals with Unified Regional Marketing & Sales Planning
Client
Global Software & Cloud Solutions Provider
Challenge
Aligning the marketing and sales teams to focus on achieving AWS revenue targets.
Solution
An integrated Marketing & Sales Framework and a tailored business intelligence (BI) dashboard were created. This enabled the teams to collaborate on establishing joint KPIs and goals, review and communicate progress on a regular basis, and make data-driven decisions on effective lead generation activity focused on achieving revenue targets.
Outcomes
- Unified Revenue Strategies: Strengthened marketing and sales alignment internally and with AWS stakeholders, fostering the creation of unified revenue strategies.
- Data-Driven Decision-Making: Real-time insights provided by the BI dashboard enabled informed and agile decision-making on customer targeting and go-to-market motions.
- Increased Deal Registration: Strategic allocation of MDF on targeted lead generation efforts led to a significant increase in deal registration.
- Boosted AWS Revenue: Improved cross-functional execution resulted in a measurable boost in AWS revenue.
- Scalable Planning Framework: A scalable and aligned marketing and sales framework was established and shared across five key regions and at the country level to aid future cross-collaborative planning.
Optimising Marketing and Sales Alignment Through Strategic Review
Client
Multi-portfolio IT Solutions Provider
Challenge
To pinpoint areas where marketing activities could be better aligned with sales motions to accelerate pipeline growth.
Solution
A strategic review was conducted, analysing current marketing and sales alignment, go-to-market activities, processes, data, and the martech stack. This resulted in actionable recommendations for improvement.
Outcomes
- Focused Decision-Making: Prioritised areas for deeper investigation, enabling more informed and strategic decisions.
- Enhanced Cross-Portfolio Alignment: Launched workstreams to improve consistent messaging and campaign alignment across business units, sales, and marketing teams.
- Improved Lead Generation: Developed targeted vendor MDF allocation strategies to increase both lead quality and volume.
- Optimised Technology Integration: Highlighted opportunities to improve the interoperability of the martech and sales stacks, aiming for greater efficiency, higher conversions, and enhanced reporting.
- Streamlined Lead Generation Processes: Established best-practice lead generation processes, empowering marketing to leverage the martech stack more effectively.
Driving Sustainable Pipeline Growth with a Best-Practice Lead Generation Framework
Client
Multi-portfolio IT Solutions Provider
Challenge
Improve the lead generation process to deliver quality sales-qualified leads and build a robust sales pipeline.
Solution
Developed a best-practice lead generation framework focusing on high-quality data sourcing, market intelligence, and campaign alignment with revenue goals to achieve sustainable pipeline growth.
Outcomes
- Optimised Funnel Progression: Defined lead stages and buyer qualification criteria to enhance funnel progression.
- Effective Prospect Nurturing: Established robust processes to nurture prospects until they were sales-ready.
- Enhanced Lead Validation: Proposed best-practice telemarketing to validate leads and improve engagement.
- Improved Sales Handover: Built a structured sales handover process to deliver quality leads with actionable buyer insights.
- Refined Strategy Through KPIs: Introduced reporting KPIs to track performance and refine lead generation strategies.
- Sustainable Lead Generation: Delivered a practical framework to drive sustainable lead generation and revenue growth.
Igniting Partner Adoption Through Hackfest Innovation
Client
Global Open-Source Solutions Provider
Challenge
Effectively demonstrating the value of the new Kubernetes platform to partners to drive adoption and unlock subsequent customer revenue streams.
Solution
A 4-6 week Hackfest was launched, featuring real-world use cases, expert mentorship, gamification, and pre-event workshops, to provide hands-on experience and demonstrate the platform's value.
Outcomes
- Multi-million dollar new customer business pipeline generated within 6 months by conducting Hackfest in two regions.
- Increased Platform Engagement: Significant growth in partner platform usage and overall engagement.
- Enhanced Partner Skills: Rapid skill development and positive feedback from participating partners.
- Community Development: Creation of a vibrant and collaborative partner developer community.
- Accelerated Platform Adoption: Measurable acceleration of the new Kubernetes platform adoption among partners.
- Strategic Use Case Insights: Identification of key partner use cases to inform future platform development.
- Content Generation: Production of valuable content for marketing, sales and technical teams and for educational purposes.
Partner Onboarding: Ready, Steady, Grow!
Client
Global Open-Source Solutions Provider
Challenge
Onboarding a high volume of global partners and effectively educating them on accessing relevant marketing, sales, and technical information to drive pipeline and revenue.
Solution
A new partner onboarding microsite was created on the client's partner portal. This streamlined the onboarding process by providing partners with essential information about the client and the partner program, while also facilitating quicker and more effective engagement with internal marketing, alliance, sales, and technical teams.
Outcomes
- Accelerated Partner Learning: New partners quickly gained a comprehensive understanding of the partner ecosystem and program.
- Simplified Information Access: Centralised access to critical resources and key contacts reduced confusion and improved information retrieval.
- Improved Onboarding Efficiency: The streamlined self-service onboarding process saved significant time for both the client and its partners.
- Enhanced Partner Engagement: Feeling more supported and well-informed, partners demonstrated increased engagement with the program.
- Clearer Partner Journey: Defined pathways and readily available resources provided partners with clear guidance through their initial stages.
- Increased Partner Independence: The self-service model empowered partners to proactively find the information they needed, on demand.
Global Partner Communications, Reimagined
Client
Global Open-Source Solutions Provider
Challenge
To enhance partner engagement in multi-language news and communications globally, while avoiding duplicated efforts and ensuring the right information reached the right partner in their specific location.
Solution
A global communication strategy and platform were implemented to streamline partner communications. This included the deployment of Impartner News on Demand, enabling the delivery of personalised, topic-based newsletters in 16 languages across six continents.
Outcomes
- Improved Operational Efficiency: The automation of newsletter creation and approval processes significantly reduced time and improved overall efficiency.
- Enhanced Personalised Engagement: By selecting preferred topics and languages from 16 options, partners experienced increased satisfaction and engagement.
- Effective Targeted Information Delivery: Providing highly relevant, interest-driven content significantly enhanced partner engagement.
- Consistent Global Branding: Uniform branding across all communications globally reinforced and strengthened the brand identity.
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