Sonatype Case study

Sonatype Lead Generation

“Consenna Catalyst gives us the Through Partner Marketing Automation that we need to generate strong ROI on our digital marketing spend. Following a successful launch in the UK we then rolled out Catalyst to great effect in EMEA and have now added the US and Canada.”

sonatype

Natalie Spence
Partner Marketing Manager EMEA, Sonatype

Customer Challenge

Global cyber security software innovator Sonatype was intent on accelerated, high-quality growth. To that end, their Channel Marketing Team in the UK wanted to work with selected resellers on an EMEA-wide lead generation proof of concept.

Solution

After a competitive tendering process, Sonatype chose to use Consenna and our Through Partner Marketing Automation product, Catalyst, to help meet three imperatives: to work more closely with Sontaype’s chosen resellers; to increase leads for resellers and internal sales people alike; to build greater brand awareness.

Consenna onboarded nine resellers across five countries, localising by translation. Once we had uploaded and enriched the resellers’ audiences to our Catalyst platform, we also enriched Sonatype’s own direct prospects. We co-branded and designed the cyber security content and created EDMs and landing pages with gated content to be sent to the target customers. Throughout, messaging is aligned to Sonatype’s values and aims, and complemented by consistency of tone and content to reflect and reinforce their brand profile.

The Result

On the back of the success of the EMEA proof of concept, where Sonatype received an ROI of 10:1, Sonatype rolled out Catalyst globally and included resellers from Canada, South Africa, UAE and USA. Sonatype continue to collaborate with Consenna globally to generate leads for salespeople to close more effectively and efficiently.

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