Case Study: a large multinational networking and communications equipment manufacturer boosts end-user engagement and upsell revenue with Rhetorik

Marketing Leaders increased understanding of and revenues from end-user customers via channel partners

The global retention and upsell operation of a large multinational networking and communications equipment manufacturer faced a significant challenge. Selling through a large network of channel partners, the client lacked direct contact with its end-users. This disconnect made it difficult to educate customers and identify upsell opportunities, leading to low engagement and high churn rates despite having competitive products. To address this, they partnered with vendor Rhetorik and leveraged its DataCliniq data quality suite.

Rhetorik's solution involved analyzing the client's account database against its NetFinder+ multinational database to identify data weaknesses. This revealed outdated contact information, departed personnel, and a large number of missing accounts that were using the client's products. Rhetorik provided a threefold solution: updating existing contacts, identifying relocated personnel, and supplying net-new account leads with key decision-makers. Using Rhetorik's NetFinder portal, the client could then effectively identify and target these gaps, leading to an increased understanding of their end-users and growth in revenues through their channel partners.