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Identifying, engaging and converting the right Partners for long-term growth. 

Epicor, is a leader in enterprise ERP embarking on a shift to Cloud. The number of Cloud-ready Partners they had was not enough to enable them to meet revenue objectives.

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The challenge

Running recruitment as BAU for regional account teams presented a challenge as sales activities were prioritised, and they didn't have the required in-house recruitment expertise,

To support recruitment as a core strategic objective, Epicor utilized Sherpa’s Channel recruitment expertise for a long-term, end-to-end managed program across multiple regions. 

Key features

  • A strategic Partner to Epicor to drive and be accountable for the Partner recruitment

  • Supported regions to self-execute based on best practice, shared learnings and campaign materials

  • Piloted approach to engage influencer type Partners to support indirect revenue growth

  • Clear lines of account management and reporting with insight and feedback delivered through close engagement with the Epicor team throughout the program.

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Sherpa's Approach

  • Utilise existing content to compose a compelling story on the value of Epicor partnership for different Partner stakeholders (business leadership, tech and commercial) 

  • Digital and personal outreach to create awareness in the target Partners and engage them with campaign material

  • Nurture and qualify engagement until a stage fit for handover to the regional account teams 

  • Measure, monitor, optimise and manage the process bringing visibility of results and performance to the Epicor team

key results

Pipeline ROI
Response rate to LinkedIn outreach
SALs and SQLs across 4 active campaign regions
Emails sent with average open rate of 18%
Conversion Rate
min. growth in SAL numbers for all target regions


Through partnering with Sherpa, Epicor benefited from:

  • Faster action with agency support​
  • Fully managed campaign reducing resource needs internally​
  • Strategic input and tactical expertise​
  • Multiple engagement tactics across social, email and personal​ outreach 
  • Rich recruitment experience to qualify and set clear success-driving expectations to new Partners​
  • New, compelling channel proposition to drive greater engagement 

Key Partner metrics

Qualification rate

UK/I 44%
Nordics 61%
ANZ 66%
MEA 50%


Related services


Year-on-year you need more revenue from your channel ecosystem. You need tactics that deliver: channel ABM, syndicated demand generation, intent data campaigns and social selling within channel. All measured with microscopic diligence.


Managed Partner enablement ensures rapid time to cash for new Partners, mobility and growth of current Partners, and high-levels of end-customer satisfaction. Excellence in channel enablement requires thought.