Region: Egypt
Initiative: Incremental Business / SMB Development
Supporting small to midsize businesses is a major part of Metra Group’s mission and values. When a concerned partner came to the company with the express desire to increase its expertise with networking solutions, the company stepped in to offer assistance in line with that of the desired vendor.
Challenges
- The vendor had an SMB-focused initiative to drive new incremental business.
- The concerned partner was an existing Metra Group partner with access to a large customer base in the commercial sector for computer and server products, but they had no prior focus on networking products.
- Positing and marketing the vendor’s products to the partner’s customer base.
Solution
- Metra Group helped with onboarding the partner into the vendor’s partner program at a premier level.
- Metra Group’s team engaged with the partner to profile the customers, as well as develop its pipeline, to identify new opportunities for the vendor.
- Metra Group created a simplified playbook for the partner’s sales teams to position the vendor’s products for SMBs.
- Metra Group ran a co-funded promotional digital demand-generation campaign targeting small businesses.
Results
- Metra Group achieved incremental annual revenue in the SMB segment through the partner.
- Metra Group successfully grew the run-rate business (stock and sell).