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Epicor

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

9x
Pipeline ROI
69%
Response rate to LinkedIn outreach
18
SALs and SQLs across 4 active campaign regions
25,000
Emails sent with average open rate of 18%
100%
Conversion Rate
66%
min. growth in SAL numbers for all target regions

Results

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%

 

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