Overview
Third-party resellers are the frontline for Quantum's DLT media cartridges sales—often the only direct link between the company and its customers. Quantum sought to increase sales and customer satisfaction by creating a top-of-mind position for Quantum with reps who handle a wide range of related products. Quantum asked Catapult Thinking to research the channel and develop a strategy for informing and motivating this key audience. The resulting reseller kit combined promotional and instructional content in an engaging toolset that equipped resellers to respond quickly and knowledgeably to customer questions.
Impact
Our efforts created a new voice for the format's core value proposition, increased sales of DLTtape media through this channel, and reduced reseller product support questions to Quantum. Demand for the program's DLTtape tools led to requests from Quantum OEM partners worldwide for versions of the kit for their own brands, for use with their resellers.
Scope
Channel Research
Communications Strategy
Packaging Design
Print Communications
Digital Experiences
Information Design
Copywriting
Production Management PDF >>
