Wendy Bahr said it best at Partner Summit: “to move with speed, we have to simplify”. But how can you cut through the clutter and not only reach your target audience, but reach them with something that spurs action and pushes results?
Our distribution partners at Comstor did just that. Through a laser focus on security and aligning their sales and marketing teams, they are driving enablement and awareness through targeted marketing initiatives and incentives.
They are enabling their partners to successfully build and expand their Cisco security practices by developing Comstor Security Initiative (CSI) – a multi-pronged, comprehensive business development offering focused on consulting, best practices, tools and training. CSI helps recruit and onboard a targeted group of high-potential security VARs, enabling those VARs to successfully win security deals and grow their Cisco security practice, in addition to grow Comstor’s security pipeline.
In addition, Comstor assigned a dedicated, cross functional Security team to execute CSI with a focus on partner engagement through a comprehensive training and enablement program.
Comstor didn’t just develop the program and hope it worked; they carefully designed a thorough, high-touch campaign that helped secure results. Here’s how they did it:
Executive Threat Strategy
Comstor’s Executive Threat Strategy (ETS) is a holistic and collaborative approach to enterprise security. Rather than a narrow, myopic view of cyber security, ETS takes aim at the entire organization, including: people, process, facilities and technology.
This combines Next Generation Firewall (NGFW) with Cisco’s Advanced Malware Protection (AMP) for Endpoints. POV+ generates a comprehensive Network Security Risk report, showing clients what is really happening in their network, thus driving opportunities to close business.
CyberRisk Solutions (CRS)
Comstor has a dynamic value partnership with CyberRisk Solutions to deliver consulting services related to people, processes, and facilities that are complimentary to Cisco technology.
By developing a dedicated CSI website, developing a series of topical blog posts and taking advantage of their Comstory e-newsletter, the Comstor team is leveraging digital marketing tactics as lynchpins in the program. In addition, they delivered webinars via Webex on CyberRisk Solutions, OpenDNS and ISE in order to display thought leadership and expertise.
So what does the future hold for Comstor? Next steps are centered on enablement and implementation. In addition, CSI will foster the implementation of two new lead generation programs and develop cross architectural programs in order to enhance security sales opportunities within each architecture.
Where can you find resources to help you pull off this type of program? Much of the content from Comstor’s effort was developed using resources from Partner Marketing Central (PMC), Sales Connect and Selling Security and Security Pitch Zone. Log on today to see how our partner-focused marketing resources can help you focus on your biggest opportunities and take your sales efforts to the next level.