Result: Built a sales pipeline of $7.5 million within a 6-month period after launch
Problem: This client was the leader in their category. The majority of their partners were underperforming.
What I accomplished: Recommended new channel mix, developed new partner program terms for SI and Cloud partner types, developed ideal partner profile, updated the value proposition to create a more compelling *Why Partner* presentation, materially improved the relationship with their #1 partner, manage relationships with existing partners, created scalable sign-up process, created new recruitment and enablement tools, developed 90-day partner ramp program and signed key partners.
Result: Channel that produced 44% of total company bookings in 18 months
Problem: This client was a new entrant in a mature category. Partner enablement was ineffective leaving Partners unable to identify new qualified opportunities or close opportunities without vendor help.
What I accomplished: Developed ideal partner type for growth partners, created 90-day on-boarding plan, created sales and marketing enablement content, created technical, sales and marketing training program, developed partner portal, created enablement kits, developed automated simple business plan template for managing partners, developed lead generation plan, made recommendations to streamline the ordering and contract process.
Result: Signed and enabled 7 of 10 targets within 9 months of program launch
Problem: Company was a European-based company with an existing North America channel doing approximately 10% of total sales. The VP Sales needed the channel to be doing closer to 25% of total sales if he was going to make his number. Small Channel staff required that only the most effective partners were signed.
What I Accomplished: Took their target segmentation data and analyzed it to develop ideal channel partner profile including business and relationship attributes as well as product competencies, developed prioritized target partner list including contact information.
Result: Complete re-vamp of the partner program with a focus on prioritizing new partner types allowing the company to quickly sign large resellers who would generate multi million in bookings.
Problem: New CEO recognized that the channel was underperforming. While they had a sense for segments, validation of the market opportunity to drive break-through results hadn’t been done and they were just signing up any partner who came to them. They had over 11,000 partners and most of them were generating less than a few hundred dollars per year in business.
What I accomplished: Developed a 3 year multi-channel strategy including; overall assessment of channel health, a detailed and actionable recommendation for reducing channel expense while growing top line (improving effectiveness), plan to grow bookings by shifting channel mix, coverage gap analysis, new partner messaging, new channel recruitment plan, new partner productivity plan, repackaged partner sales tools, recommended transition plan for non-performing partners and streamlined online new partner acquisition process.