The Opportunity
Caliper launched a new channel partner strategy. This meant that they had
to recruit new partners and enable them to be successful. We wanted to
position Caliper as a “high-touch, high-value” partner who is 100% vested in
their partner’s success.

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Execution
I worked with the Caliper team to identify a series of ebook topics that
would resonate with their ideal target prospects – HR, OD and Talent
Management Consultants. I researched the topics, wrote the content, and
worked with Caliper’s designers to bring the content to life. I then worked
with Caliper’s partner recruitment team on messaging to promote the
content to prospective partners.

Impact
The content became the foundation for recruiting prospective partners and
was integral in scheduling 64 meetings. Of those, 25 became new partners
paying approximately $375K in partner fees. Caliper also used the content as
part of their continuing partner education program and can be linked to
$950K in partner assessment sales.


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Author:
Dario Priolo

Dario is the CEO and Founder of J.K. Research. He brings over 20 years of marketing leadership experience in the human capital and sales enablement industries.

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