Case Study
Programme Marketing Manager
Case Study – Supporting Tech Data with their hire for a Programme Marketing Manager
Tech Data, now TDSYNNEX, is a leading global distributor and solutions aggregator for the IT ecosystem.
Their end-to-end portfolio of products, services and solutions, highly specialized skills, and expertise in next-generation technologies enables their channel partners to bring to market the products and solutions the world needs to connect, grow and advance.
Tech Data is ranked No. 90 on the Fortune 500® and has been named one of Fortune’s World’s Most Admired Companies for 11 straight years.
Requirement
Rosslyn David has a long-standing recruitment partnership with Tech Data and has supported them in bringing 10’s of marketers into the EU and UK Marketing teams.
From Marketing Executives, through various specialist roles, right up to Marketing Directors to head up new functions.
On this occasion they had a vacancy which would bring a brand-new Programme Marketing Manager into the EU team, tasked with creating marketing campaigns designed to drive growth and deliver the maximum ROI, specifically for roll out a new Channel Partner support platform.
James worked closely with their European Marketing Programme Manager and EU Marketing Communications Director to build a thorough and intimate understanding of the role profile, how it fit in to the wider team, and what success looked like. This would allow him to run an effective market mapping exercise and also to brief and interview prospective candidates on the role.
One of the primary perquisites for the successful candidate was that they would have a thorough understanding of the tech distribution model, route to market and Channel/Vendor Partner relationships.
Challenge
Tech Data were already in the middle of their recruitment campaign for the role at the point of engaging with Rosslyn David. This was typical of the partnership, where they exhaust direct sourcing channels first, before working with Rosslyn David as their trusted marketing recruitment provider.
To this point they had run direct adverts campaigns and utilised their own networks, primarily running inbound recruitment campaigns and had exhausted the ‘active’ candidate market.
Having shortlisted candidates and held a round of interviews they had so far been unsuccessful in finding a candidate with the mix of level of experience and industry understanding required.
Specifically, candidates with the previously mentioned understanding of the tech distribution model, route to market and channel/vendor partner relationships.
Solution
James ran a thorough project mapping the candidate market specific to need, to target candidates that were already embedded in the Tech Distribution sector and would answer the challenges faced, previously mentioned.
First building a directory of the top 48 UK Tech Distributors and top 110 UK tech Value Added Resellers (VARs), then filtered to those within a commutable catchment area of Tech Data’s Bracknell and Basingstoke offices.
From here he researched personnel at the respective companies to uncover those not just with relevant marketing experience, but to ensure it was at the right level and with the appropriate campaign management experience.
He then ran a targeted Headhunt/outreach campaign. This would include the C.80% of prospective candidates who are not ‘active’ jobseekers.
James held prequalification conversations/interviews with 7 prospective candidates before introducing a just 1 candidate to the client.
Tech Data progressed to interview, followed up with a subsequent offer and placement.
Key metrics for the recruitment requirements
Candidates introduced – 1
Candidates interviewed – 1
Candidates progressed to final interview – 1