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Texas Legends Personal Approach to Partnerships Paying Off

The Legends have found that simple things like networking events are an easy way to add value to its partners and keep them retained.

Adam White

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Photo via @TexasLegends

The name of the team may not jump off the page, but the Texas Legends’ partnership strategy sure will catch your attention.

The team, based in Frisco, is the G League affiliate of the NBA’s Dallas Mavericks. Playing in one of the most crowded metropolitan sports markets in the country, the Legends know that while their broad reach might not be as large as the Cowboys and the Mavericks or the Stars and Rangers, their local reach is exceedingly impactful.

And for the last few years, they have been leaning into that.

Britney Wynn, VP of media relations for the team, credits the G League and the flexibility provided to its member teams.

“The biggest difference on the partnership side between the NBA and the G League is the flexibility we have when it comes to being more creative. We don’t really have set partnerships or levels because everything we do is as custom as possible for the partner we are working with.”

This type of flexibility has led to the team having a different jersey for every home game and even one of their partners building a practice court for them.

“I can honestly tell you that this works better than anything else we do. These networking events get you clients. If you to host a networking event, they will come.” – Britney Wynn on what she tells other G League teams when it comes to successful partner strategies.

One of her favorite activations this year is the evolution of the team’s partnership with Legacy Plumbing. The local Frisco plumbing company was looking to change it up after four years of running a similar promotion. With the goal of the new activation having more of an impact on the community, Wynn and Legacy came up with what they called the “Mission of the Month.”

READ MORE: Why Delta Private Jets Signed With MSG as a Suites Partner

“Mission of the Month” is an extension of Legacy’s own internal program, except in this situation, the Legends have used their platform to expand the collection of items that will go to different charities to the three networking events they have every month for their premium clients.

Not only have the aforementioned networking events become an opportunity for partners like Legacy to activate, but they have also become a fundamental part of what the Legends can offer that is different from other teams in the area and an example of the culture that owner Donnie Nelson has built around the team.

“Donnie brought the team to Frisco to honor the true legends in the community (hence the name). Whether it was on the philanthropic side or on the business development side, he wanted to use the team solely for giving back purposes.”

Instead of just being a place where partners can activate, Wynn and the team at the Legends have turned the team into a conduit not only for positive social change, but positive business change — all at a price that is the most reasonable in the area and in an experience that is family friendly.

“The whole mindset behind the game is to make it somewhere where people can come and do business in a way you can’t find anywhere else. A lot of our smaller partnerships come in because we’re affordable and we’re family friendly. They will bring their kids and their clients will bring their kids; because of the kid zones on either end of the court, they will be able to talk business while the kids are playing.”

This mindset has spilled over to the networking events, such as a three-times-a-month program the Legends have set up for premium clients that will see them host a breakfast and a lunch at the arena and a happy hour at a partner’s restaurant or location.

They have even built out an executive event series that brings together high ranking executives from their partners in unique ways once a quarter. Their last event was held at a partner’s Mercedes-Benz dealership and was aptly called “Cigars and Cars.”

As for retention rate because of the approach, Wynn said: “I don’t know the exact percentage, but it is pretty high.”

While these initiatives may be hard work for the Legends staff, the events are cost-effective additions to packages that end up being a win-win for everyone involved.

Adam is the Founder and CEO of Front Office Sports. A University of Miami Alum, Adam has worked for opendorse, the Fiesta Bowl, and the University of Miami Athletic Department. He can be reached at adam@frntofficesport.com.

Sponsorship

Thunder Announce Love’s As Jersey Patch Partner

Oklahoma City is teaming up with a familiar brand to become the 30th and final NBA team to secure a jersey patch partner deal.

Mike Piellucci

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Courtesy: Oklahoma City Thunder

18 months after jersey patches first showed up on NBA uniforms, the Oklahoma City Thunder became the 30th and final franchise to announce a jersey patch partner.

Love’s Travel Stops & Country Stores, an Oklahoma City-based truck stop and convenience store company, will advertise on the 2.5-by-2.5-inch space for the next five years as part of an extension of the two entities’ existing partnership, the team announced Friday.

“We really appreciate that this is an Oklahoma brand that continues to see the value of supporting another Oklahoma brand,” says Brian Byrnes, Thunder senior vice president of sales and marketing. “We love the fact that we’re connected like this as two bellwether brands for the state of Oklahoma.”

READ MORE: REP Worldwide Changes The Licensing Conversation For Female Athletes

According to Byrnes, it’s no accident that the Thunder were so deliberate in their approach to fill the ad space. Oklahoma City is the NBA’s third-smallest market, ranking ahead of only New Orleans and Memphis in NBA market size, and with that reality comes a very small margin for error. Each decision must be scrutinized; each agenda, methodical. Everything is done with an eye on the bigger picture.

“As a general operating philosophy, we’ve always taken the long view on building our business,” Byrnes says. “The long view in how we create product, how we create content, how we treat our guests, how we think about investments. It’s always about building sustainability in the team and the organization, because, being in a small market, it really matters.”

To that end, Byrnes spent the better part of 18 months honing in on what partner could best help the Thunder on a national level. He says he was courted by a bevy of brands, with tech startups and consumer product companies being the most aggressive types of suitors. But as the search progressed, he kept returning to a familiar name.

Love’s has been a partner of the Thunder ever since the team relocated from Seattle to Oklahoma City in 2008. Their most visible – and audible – collaboration is on the third level of the Chesapeake Energy Arena, better known in town as Love’s Loud City. Love’s also sponsors the Thunder’s kids camp and has courtside digital signage. The company boasts more than 480 stores in 41 states but, like the team, has designs on increasing its national imprint. The allure of a constant, visible, on-court presence brought them to the table. Ultimately, after what Byrnes calls “several months” of conversations, the two parties reached an agreement.

Courtesy: Oklahoma City Thunder

“We see Love’s on the same level as you would see any other national brand,” Byrnes says. “They align so well with our values of growth and innovation and customer service. We felt that the resources we could provide to them to amplify their story would resonate with us.”

Jersey patch partners have been a boon to the NBA’s bottom line. Partners range from corporate behemoths like General Electric, Disney and StubHub to smaller brands like Bumble, Qualtics and 5miles. No matter their origin, the financial impact has been immense: According to Yahoo’s Daniel Roberts, last seasons’ NBA sponsor spending increased 31% from the year before, ultimately topping the $1 billion mark for the first time in league history. $137 million of that came from sponsor patches, a number that will further increase this season now that all 30 teams have secured deals. Per Roberts, the average patch deal pays $6.5 million annually.

READ MORE: NASCAR Relationship Demonstrates Credit One Bank’s Broader Strategy

Oklahoma City will debut the new patch in Saturday’s home game against the Golden State Warriors. Financial terms were not disclosed, although Byrnes claims that “all of the ways you measure the business, we rank in the top 10 across the league, and this partnership is very much in line with that.”

Ultimately, Byrnes believes the deal’s greatest impact could lie in the ripple effects. “It sends a signal to the marketplace that we are… open for business,” he says, before noting that the team has taken aim at categories including wireless communications, automotive, airlines and the cloud.

“We’re hoping to send the signal to the marketplace that there are other opportunities as well,” he says. “We are a megaphone for the state of Oklahoma.”

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NASCAR Relationship Demonstrates Credit One Bank’s Broader Strategy

Building on its initial sponsorship in NASCAR, Credit One Bank continues to spread its sports marketing locally and nationally to build customers.

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Photo credit: Chip Ganassi Racing

Credit One Bank approaches its partnerships looking to build customers and attract employees.

The two-pronged approach will be exemplified this weekend as Kyle Larson and his Credit One Bank car will be at the Pennzoil 400 at Las Vegas Motor Speedway. This is the fourth season as a sponsor of NASCAR and Chip Ganassi Racing and, specifically, the primary sponsor of Larson’s No. 42 Chevrolet.

“We’ve seen good improvements in our awareness,” said Laura Faulkner, Credit One Bank vice president of marketing. “NASCAR has been there since the beginning, producing the results we were looking for, so it’s adding on to that.”

The initial jump into sponsoring NASCAR was because the consumer credit card-focused bank was growing fast and the direct marketing campaigns needed help, Faulkner said.

READ MORE: How Two Top Brands Market Products Via Partnership With NASCAR

With NASCAR and Chip Ganassi Racing, Credit One Bank campaigns have been able to be experimental, Faulkner said. The experimenting developed into “Credit One Lap To Go” and has since expanded to other sports, like “Credit One Minute To Go” at Vegas Golden Knights games.

“That’s one of those things we tried out because we didn’t see other sponsors doing it and that worked,” she said. “People know us for that and we can take that to other sports — a focus that’s signature to us.

“We’re appreciative of NASCAR for letting us try different things and adjusting those that don’t work and increasing the things we do.”

Since sponsoring NASCAR and Chip Ganassi Racing, Credit One Bank has expanded to become the official credit card of the Golden Knights, Big 12 Conference and the Triple-A Las Vegas Aviators.

Outside of being the official credit card in name and its activations, athletes like Larson regularly participate in meet-and-greets, “surprise and delights,” and content like interviews with women in NASCAR, which provide a differentiated look inside the bank and the sport.

Faulkner said the sports partnerships offer an ability for Credit One Bank to show a different side of a financial institution and gives fans a way to connect to the company they might not otherwise have with a bank.

Larson is also heavily involved in the bank’s efforts for Meeting Street Academy, a charter school in South Carolina.

“They’ve been with [Chip Ganassi Racing] since the beginning and I’m young, so growing with them and together as a brand is great,” Larson said. “It’s been fun; really laid back.”

With the partners, Credit One Bank likes to activate on two sides — one for customers, but two for employees and potential employees. Larson has spent time at the bank’s headquarters in Las Vegas, as has Golden Knights defenseman Deryk Engelland. The partnerships also allow employees to go to races — there are two NASCAR races in Las Vegas — and hockey games.

READ MORE: ‘Bundle All the Fun Together’: The Art of Sponsorship Activations in Vegas

Attracting employees is a reason the bank is focused on several Las Vegas teams, including the Golden Knights and the Aviators. The Golden Knights gave them a national and local platform simultaneously, Faulkner said.

“We’re growing so fast, we want a local and regional audience of potential employees,” Faulkner said. “Over the last few years, we’ve had some good success and added new sports sponsorships to focus on and enter different parts of the U.S. market.

“Whether it was last year with the Golden Knights, and then this year with a lot of college football, all of these different segments give us different demographics and parts of the country.”

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‘GM School’ Gives Fans an Inside Look at the NBA, SAP Partnership

Powered by SAP, fans with NBA front office ambitions used real statistics while competing on the reality show “GM School.”

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Photo credit: GM School

SAP continues to leverage partnerships in ways to showcase its technologies.

Last week, the company and NBA premiered the series “GM School,” a reality TV show that allowed four aspiring general managers to test their skills.

As the power behind NBA.com/stats, SAP executives were looking at ways to tell the story of the technology they’ve built around that core of statistics and information. Following a brainstorming session with SAP’s sponsorship agency, Momentum, the idea of a reality program emerged.

“We were immediately intrigued,” said Dan Fleetwood, SAP vice president of global sponsorships. “It hit on so many themes, from providing tools to thinking about things in a different way.”

Like any reality show, “GM School” producers Jane Street Entertainment sent out a casting call and presented nearly 30 contestants to the SAP and NBA partners.

READ MORE: Data Is Changing the Way the NHL Does Business

From the NBA standpoint, league representatives were excited about the ability to run a competition to leverage the information in a way to generate interesting content and potentially recruit new talent.

“It’s a great content opportunity to program on NBA TV during a quiet time of the calendar,” said Evan Wasch, NBA senior vice president of basketball strategy and analytics. “More broadly, it’s continuing to build the narrative we’re an innovative and data-savvy league and doing so in a fresh format.

“Lastly, if we can build from there, there is a recruiting and fan development aspect. These were four candidates who, one day, could end up in a front office and there was a lot of commentary saying,  ‘I’d love to be part of it and show what I can do.’”

The show took the four participants through a series of three challenges. The first was a press conference challenge where they had to digest a stat sheet in 30 seconds and explain strategies and reasons for the stats. The second challenge came when they were given blind stats and had to draft two each before the picks were revealed as real players. The final challenge was picking a lineup of five players — all NBA players except MVP-type players were available — while staying under a salary cap, and explaining how they were envisioned playing together.

All the stats were derived from the SAP platform the NBA uses, which provides information from basic stats like points and rebounds to more nuanced items like tracking information, Wasch said.

“We are [advanced] in terms of data we present and use to tell stories,” Wasch said. “That’s what I found most interesting, is we’re letting contestants dig into the most in-depth stuff we have and letting them see how it all works.”

Continuing to level up partnerships beyond just providing the data platforms is important to SAP, Fleetwood said.

“We have done a great job with the NBA and NHL, and other partners like the San Francisco 49ers and San Jose Sharks,” he said. “We always said there has to be an authentic partnership, rooted in real stories. Now we’re telling those real stories around how these guys are using our technology.”

READ MORE: NHL Fan Fair Gives Fans Look at New Coaching Tool in VR Game

The one episode was what Fleetwood called a “successful pilot” and now it’s determining what the future might be for “GM School.” The NBA would be receptive to the idea of extending to a full series, Wasch said.

There is actually a meeting this week to decide what could be in store for “GM School,” Fleetwood said.

“Right now, we’re excited about the initial reaction,” Fleetwood said. “Do we try to partner with broadcast? Go out on our own? It’s been overwhelmingly positive and we want to continue to tell stories like this.

“Maybe we extend the partnerships and do something like this with the NHL.”

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