Case Study Series: Ingram Micro
Industry
VAR / Channel Marketing
Scope
Sales & Marketing Collateral
Results
Ingram Micro, one of the world's largest distributors of IT hardware and software has a services division branded "Seismic". Seismic offers a portfolio of solutions to managed services providers that allows them to quickly and easily deploy a broad array of hosted services, build and sustain recurring revenue streams, and increase profitability... without the need to invest in expensive infrastructure. In an effort to train their internal sales teams, Merit Mile was asked to recommend, copywrite, and produce appropriate sales collateral. We suggested the creation of a two-part collateral system that allowed the Seismic inside sales organization an easy way to learn, discover and reference program facts quickly and easily while on the phone. We then crafted a 13-page sales guide book that addressed the program capabilities and requirements in complete detail. This two-pronged approach was simple enough to be immediately consumed, and detailed enough to help the Seismic sales organization learn, retain and sell their managed services portfolio effectively.
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