Vultr is the largest privately held cloud infrastructure provider, delivering unrivaled ease of use, price-to-performance, and global reach to businesses and developers around the world.
Cloud Infrastructure • Founded in 2014 • 1.5M customers served in 185 countries
We partnered with Vultr to provide Product Marketing and Sales Enablement services for the launch of their new partner program, the Vultr Cloud Alliance.
“Right from the start, the Olivine team impressed us with their deep knowledge and rapid grasp of our company culture and vision. They've truly lifted a weight off my shoulders, consistently delivering high-quality work that reflects our ethos, all while requiring minimal oversight from Vultr leadership. This partnership has allowed me to focus on driving larger initiatives with full confidence.”
David “DJ” Johnson
Product Marketer, Vultr
The Challenge
Until recently, Vultr’s unprecedented growth was exclusively product-led. Now a small, talented marketing and sales team is overseeing the company’s next stage of expansion. To support the successful launch of a new partnership program, the team needed help dialing in core Positioning & Messaging, defining Personas, and quickly turning out targeted marketing and sales materials.
Vultr is growing rapidly and mounting a direct challenge to the expensive, complex, all-in-one model of big tech cloud platforms. The company recently launched the Vultr Cloud Alliance, a partnership ecosystem of next-generation cloud providers whose services can be seamlessly paired with Vultr’s high-performance infrastructure.
Vultr brought in Olivine to get the seasoned product marketing and sales enablement support they needed to ensure the success of the launch and position the company to continue on its path of exponential growth.
The Strategy
Foundational workshops to align marketing and sales efforts, and a streamlined process for producing partnership collateral.
Olivine’s team of product marketing experts led Vultr’s marketing and sales leadership through several key workshops, including Positioning & Messaging, Personas, and Jobs to Be Done, to align on the platform’s overall messaging as well as specific messaging for the Vultr Cloud Alliance. We also conducted in-depth interviews to validate and refine our Personas work.
Next, we developed an efficient process for quickly turning out top-notch marketing and sales collateral—including Positioning & Messaging guides, blog posts, summary briefs, landing pages, webinar outlines, and sales decks—for each Cloud Alliance partnership.
To help Vultr’s sales team capitalize on the Cloud Alliance launch, we also led strategic sales training and directed a complete overhaul of Vultr’s core pitch deck, updating the overall messaging and giving it a fresh new design.
The Deliverables
Core product marketing materials, a new sales deck, and Vultr Cloud Alliance announcement and partnership assets.
Using learnings from the workshops, the Olivine team developed foundational product marketing and sales assets for Vultr, including a detailed Positioning & Messaging guide, a Personas & Jobs to Be Done report and slide deck, and a new sales pitch deck.
To support the Vultr Cloud Alliance, we produced a Positioning & Messaging guide, supporting assets for a launch announcement event in Miami, and a suite of deliverables for each Cloud Alliance partner.
Personas & Jobs to Be Done
Hosted strategic workshops and conducted interviews to align on and validate ideal customer profiles, pain points, motivations, and job stories for Vultr’s platform.
Positioning & Messaging
Worked with marketing leadership to define and formalize Vultr’s positioning in the market and key messaging to be used on the website, in marketing and sales collateral, and in customer-facing materials going forward.
Miami Launch Event
Created a multipage brochure for the Vultr Cloud Alliance launch event in Miami and provided a sales training session and sales collateral for post-event sales motions.
Sales Pitch Deck
Overhauled Vultr’s existing sales pitch deck with a fresh new design, updated messaging, and clearer, more effective storytelling.
Cloud Alliance Assets
Developed a streamlined process for working with partners to create partnership assets on a quick timeline, producing Positioning & Messaging guides, blog posts, solution briefs, landing pages, webinar outlines, and sales decks for all top-tier partners.
Ongoing Support
After the initial push to launch the Vultr Cloud Alliance, we moved into an ongoing partnership with Vultr and continue to support their team with partnership and sales collateral, updated website copy and design, and strategic Positioning & Messaging guides and Personas for target market segments.
The Olivine Team
