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Helping two market leaders go-to-market successfully together

15 June 2015 | Phil Brown

Red Hat and Symantec’s alliance is designed to offer their customers a secure, robust and flexible path to the next generation IT infrastructure. OneGTM worked with the combined Red Hat and Symantec team to help define their joint propositions and go-to-market plan, and build the tools needed to drive demand.

The partnership between Red Hat and Symantec brings together two market leaders in enterprise software. Red Hat is at the forefront of open source software development for enterprise IT. Its solutions are used by 90% of Fortune 500 companies. Symantec is the world’s third largest software company and holds the number one position in many security and information management categories.

The two companies recognised that to maximise the potential of their partnership they needed to be able to communicate a compelling story to the market and they needed to equip their channels to effectively sell their joint solutions.

Having successfully delivered a number of similar projects for Symantec previously, OneGTM were engaged to help Red Hat and Symantec take their joint propositions to market.

We initially worked with a combined Symantec and Red Hat team to develop the go-to-market strategy, create a shared message framework and build a joint go-to-market plan. Once this was agreed we then built a series of sales and marketing assets to enable channel partners to generate demand and communicate the joint story to prospective customers.

The process we went through was praised as building a stronger alignment across the joint Red Hat and Symantec team and the go-to-market toolkit we created is being actively used by channel partners to drive demand for the joint solutions.

Penta Stanley, EMEA Partner Marketing Lead at Symantec commented, “OneGTM did a great job in helping us define our joint value proposition and go-to-market approach, and then building the tools that our channels need to generate pipeline. The fact that they were able to provide end-to-end support from planning through to delivery helped to ensure a successful outcome and reduced the demands on internal resources.”

For more information see the full case study >