CHANNEL MARKETING CONCIERGE SUCCESS

OVERVIEW

ALE International is a leading provider of enterprise office and cloud

communications solutions and services, marketed under the

Alcatel-Lucent Enterprise brand. With headquarters in Paris, France, it

operates globally with 2700+ employees in 100+ countries worldwide. In

an extremely competitive segment, partner engagement and loyalty is

paramount, as such Alcatel-Lucent needed to develop a global

co-marketing program to move the needle on partners revenue growth

through ROI based co-marketing:

• Overcome lack of internal resources to provide one-to-one

support

• Run integrated marketing campaigns with a single point of

contact

• Execute demand generation activities for end-users on a

continuous basis

• Be more efficient in the use of MDF funding

• Follow global standards and best practice guidelines

SOLUTION

Gorilla built MyMarketingAgency (MMA), a global co-marketing program

for ALE partners worldwide. Based on a portfolio of services and

pre-packed offering, MMA was introduced to partners through regional

account managers in sync with ALE field marketing teams. Gorilla was

able to setup a complete concierge service to execute lead generation

activities by providing a single point of touch to partners and to the

client alike.

ALE International is a European

enterprise voice and network

solutions vendor focused on

delivering affordable, sustainable

and accessible technology to

organizations and help them

enter the new Cloud and IoT era

with the best tools and support in

the market.

GORILLA SOLUTIONS

• Channel Marketing

Concierge

• Partner Recruitment and

Enablement

• Funded Heads

• Partner Portal - PRM

GORILLA DRIVES ALCATEL-LUCENT

ENTERPRISE (ALE) 200% PARTNER

MARKETING CAMPAIGN GROWTH

info@gorillaict.com | +1 925 3651161 | www.gorillaict.com

With MyMarketingAgency, Gorilla generated valuable data and insights

for ALE International and an additional layer of information on the

behavior of its Channel.

MARKETING AUTOMATION PLATFORM

• Ready-to-use content, in multiple languages

• Emailing campaign execution, with data cleansing and segmentation

• Reporting & analytics

• Web banners and social content sharing

LEAD DISTRIBUTION AND TRACKING AND CRM INTEGRATION

• Leads are distributed to Channel Partners, Distributors and Vendor

• Leads are integrated to ALE CRM with it’s own tracking code

END-TO-END MANAGEMENT OF THE PROGRAM, INCLUDING:

• Suppliers management worldwide

• Integrated marketing campaigns offer and standard pricing

• Co-op funds reporting and management

• Single global management team with multicultural awareness and

language skills

• Partner support engagement, with local knowledge and delivery

RESULTS

Gorilla built a solid program from scratch and achieved to manage

hundreds of campaigns per year with efficiency and accountability. Each

of the activities is fully traceable and the generated leads are being

integrated within ALE’s internal CRM, closing the loop and enabling the

follow up through the internal sales cycle.

MyMarketingAgency allows ALE International to manage projects at a

global level with a single entry point and complete visibility.

With an integrated campaign execution and lead management system,

ALE is now able to promote standard practices across the globe and

measure success, thus driving scalability and positive outcomes.

One of our main objectives is to

address our partner’s current

customer database and explore

the business options that the

installed base offers in terms of

renewals, upselling and

cross-selling of our solutions.

The willingness to share their

data base requires a great

amount of trust from each

partner. We successfully defined

MyMarketingAgency/Gorilla as

the “trusted middleman” to

manage partner campaigns

globally and then share the

results with the partner and

ourselves.

SENIOR GLOBAL CHANNEL

MARKETING MANAGER

info@gorillaict.com | +1 925 3651161 | www.gorillaict.com

FULLY MANAGED INTEGRATED MARKETING CAMPAIGNS

CASE STUDY | GORILLA

MARKETING AUTOMATIONDIGITAL PLATFORM• On line 24x7 management, customization

• Contact/lead scoring

• Banners, widgets

• Web content syndication

• Reporting

DEMAND GENERATION• Database profiling

• Lead qualification

• Event follow-up

• Opportunity qualification/follow-up

• Market research

• Emailing campaign

ADDITIONAL SERVICES• Database acquisition

• Web design

• Direct Mail

• Brochure

• Event Support

• PPC Campaigns