173% Lead Generation Increase Through Global Concierge Support
Partner Marketing Concierge Case Study
The Client
- Zscaler is a leading cloud-based cybersecurity provider helping companies adopt zero trust infrastructure for secure digital transformation.
- Global partnerships are essential for Zscaler's growth.
The Challenge
- 5000 global partners across NA, EMEA, LATAM, and APAC regions with PRM platform limitations.
- Zscaler's lean marketing team struggled to deliver partner marketing strategy at scale.
The Solution
The Results
- 173% increase in partners generating leads in one year.
- Partners already booked sales meetings in less than two months.
- Growth in partner-sourced or partner-influenced revenue.
Background
- Zscaler's partner marketing program was growing but two critical gaps were holding it back. Their existing partner marketing platform couldn't keep up with the demands of a growing program, nor could their lean internal team provide the personalized and localized support a network of nearly 5,000 regional partners required.
- Most of Zscaler's partners wanted to engage and execute marketing campaigns, but lacked the time, resources, and marketing expertise to run digital campaigns independently.
- Scaling proved to be more than a platform problem or a headcount problem. Effective pipeline growth required the right platform, the global operational infrastructure, and the marketing expertise to back it up.
Solutions
Seamless PRM Platform Migration
Zscaler needed a platform that could scale at the same time as their partner program. Macro helped them migrate effectively to Unifyr, formerly known as ZiftONE, driving partner adoption across thousands of global partners while keeping the program running.
Global Concierge Marketing Support
Macro embedded multilingual marketers across regions to handle campaign strategy, execution, and partner guidance. Beyond execution, Macro’s concierge team built real relationships with Zscaler’s partners, taking the time to understand their business and goals. Zscaler found this as a tremendous additional benefit.
Path to Partner Pipeline Strategy
Macro reviewed performance results and enabled Zscaler to identify which partners were driving revenue and what steps got them there. Those insights became Zscaler's path-to-pipeline journey: a step-by-step, repeatable process that moves partners from first engagement to booked meetings and closed deals.
Macro delivered personalized, region-specific partner concierge services
- End-to-end PRM platform migration and partner adoption optimizations.
- Embedded multilingual marketing experts familiar with Zscaler for consistent partner enablement and support.
- Hands-on campaign strategy and execution to move partners from activity to pipeline.
Results
- Partner Lead Generation: A 173% increase in partners generating leads in one year.
- Speed to Value: Some regional partners booked meetings in under two months, starting without a prospect list.
- Growth Impact: Growth in partner-sourced and partner-influenced revenue with improved attribution clarity.
- Revenue Focus: Shift from Education to Execution to Effectiveness, prioritizing quality and stronger partnerships driving revenue.
What Our Client Says
