Challenge: Transforming its sales operations from an 80% direct to a 90% Channel Partner led sales model
Transform the company’s sales operations from an 80% direct sales model to a 90% channel partner-led model. This involved evaluating the existing channel network to identify gaps and strengths, developing an industry-standard Channel Partner Program with supporting processes and tools, designing a Channel Certification Program, recruiting 30 best-fit channel partners in the region, and overseeing the execution of the entire channel program for the next year.
Solution:
- Evaluated their existing channel network to understand existing gaps & identify strengths
- Built an industry-standard Channel Partner Program based on channel & domain best practices along with supporting processes & tools
- Designed & launched their Channel Certification Program
- Recruited 30 Best Fit Channel Partners in the region
- Governed the entire Channel Program execution for the next year
Results:
- An active channel partner eco-system was created resulting in a sustainable & repeatable revenue model
- A trained Channel Management team from internal resources resulted in the best re-utilization of resources
- 20+ Annual Business Plans built & executed
- Over 50+ channel partner resources trained & certified on the new Certification Program