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.