B2B Channel Enablement + Demand Generation


The Brief

Make It Happen worked with SAP locally, regionally and globally from 2003 – 2010. We developed and executed hundreds of demand generation campaigns for SAP and SAP business partners.
To extend the marketing support for channel partners we worked with SAP Channel Marketing to develop partner training and enablement programs and tools and numerous templated demand generation programs.


The Approach

Our work with SAP APJ was extensive – partner campaign development, partner enablement, development of educational and marketing programme management systems and more. We delivered partner demand generation and enablement support materials in Traditional & Simplified Chinese; Korean & Taiwanese.

Programs including Fit For Marketing (APJ), Marketing Planning Tool (APJ – Simplified & Traditional Chinese; Korean; Taiwanese; Latin America (Spanish) and the SAP Agency Portal were key to the continuing development of partner generated pipeline.

Make It Happen’s role was extensive and included strategy, program design/development/execution, program communications; copy & creative execution, campaign tracking and performance measurement, and whatever outbound activity was required to maximise the effectiveness and results of the programs.


The Results

More than $1 billion in opportunity identified and a number of the channel programs developed and implemented are considered best practice.

I came across Make It Happen when I moved into the Asia Pacific region with SAP, and it was an absolute godsend.

The MIH team is not just an agency, they are a full-service partner, 110 percent committed to your team's success.

They become part of the fabric of your business. In fact, they often get to know it as well as you do. Sometimes better. If you're looking for better ways to connect with your customers, to develop more business, and assert your thought leadership in the market, just go to Make It Happen, and make it happen they will!

MIH developed the SAP Agency Network Portal, providing strategy, program design/development/execution, program communications and agreements (Ts&Cs), campaign tracking.

The SAP Agency Network enabled an increase in the level and quality of partner-led activity in NA and APJ, giving partners easier access.

Lloyd Adams, Vice President, Field Marketing Programs and Campaigns, SAP Asia Pacific Japan