Sales channel communication and growth

Technology companies need digital transformation, too. This is how we moved software resellers into the cloud.

The digital transformation challenge

With the new Microsoft Azure data centre opening in South Africa, its largest distributor, Tarsus on Demand, needed a digital marketing campaign to both encourage their resellers to migrate their business model from once-off paper-based software licencing to cloud-based subscriptions. Concurrently, they needed to drive demand from the end-users.

The account-based marketing solution

Our communication strategy educated software resellers about the benefits of migrating their entire sales business to the new model, including increased revenue and business sustainability. To drive end-user demand, we created four separate timelines in our digital campaign with four separate messages, targeting enterprise customers, developers and the rest of the supply chain.

The result – double the software resellers

With Amorphous’s use of account-based marketing and advertising and specialist campaign management, the number of sales partners selling Microsoft digital subscriptions doubled from 300 to 700 over the campaign period.