Case study: Meridian IT

Meridian IT

Space

Background

  • Experienced IT reseller
  • Strong heritage in IBM systems, especially POWER
  • Part of wider global IT group
  • Sales revenues in excess of £15m

The Objective

Meridian wanted to build on market momentum in the IBM POWER community for using flash storage alongside these mission critical server deployments.  As a leading IBM partner, Meridian were the first partner in the UK to have delivered a flash storage project, so were keen to capitalise on their first-mover advantage.  They wanted a campaign that would build on their expertise and credibility and generate new business opportunity.

Our Involvement

Meridian had already engaged Asgard to operate as their virtual marketing function, so we were already very familiar with their expertise in this space.  We proposed a number of potential campaign concepts which could be worked into an ongoing programme of activity.  Meridian’s favoured concept was based on a Flash Gordon theme, likening flash storage to the popular film and as ‘the saviour of the POWER universe’.  The campaign harnessed outbound communications through a staged email campaign, premium thought leadership content in the result of a white paper and use case document, infographic for social media channels and a treadmill telemarketing campaign to follow-up on the interactions we tracked with each campaign component.

The Result

The campaign was so successful it ran for almost a year, generating close to 100 leads and 26 highly qualified opportunities.

 

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