My name is Carmen Ehret and I’m the EMEA Vendor Marketing Director for our Westcon Cybersecurity and Next Gen Solution business.
My team and I make sure our partners have a single EMEA touch point for all their strategic updates and messages regarding our marketing programmes. We’re also focused on marketing strategy and developing scalable go-to-market propositions. Our consultative business challenge-focused approach not only sets us apart, but helps our partners drive recurring revenues and offer their customers best-in-class solutions.
What is a ‘data-first’ approach?
Over the last few years, we have heavily invested in our data intelligence. By combining incredibly detailed information on the tech stacks used by our partners and their end users with our own sales data, we can really zoom in on what solutions are most likely to suit our partners’ customers.
But that is only part of what we mean when we talk about our ‘data-first’ approach. We also focus our activities on helping our partners take advantage of real opportunities. For example, when creating a competitive displacement campaign, we determine the biggest opportunity by region, vertical and end user organisation based on their current install, technology spending budgets for the year and estimated renewal dates. We can also see where we have existing Westcon resellers, skilled in the right technology and most relevant end user. This enables a far more target approach and higher ROI for our partners.