Lack of early channel partner participation in sales opportunities meant lost sales and longer sales cycles.
The VP Sales tasked our client, the Sales Director, to bring in partners earlier in sales opportunities.
Sales Beacon discovered that a breakdown in communications was causing the problems. We helped develop a communications and training plan to solve the issues and engage partners earlier.
Partner engagement improved in every sale at an early stage and revenues. Quota attainment climbed are significantly higher:
The client has an extensive channel partner network, but was only utilizing a small portion of it. These partners were unaware of channel incentives and product information and not realizing the opportunities in their sales regions and verticals.
Our client wasn’t driving enough sales through its channels – and new partners weren’t being brought in by the sales teams. Lack of internal advocates to help partners navigate technical or sales challenges meant that our client was missing partner deal opportunities.
Sales Beacon proposed and implemented a Virtual Channel (VPAM) team pilot. The objective was to leverage the revenue potential of under-utilized or dormant partners. The VPAMs provide training, sales collateral and deepen relationships with the partners.
The VPAM program has expanded internationally. Account teams can cover more business with more partners than previously possible. Annual revenue grew 20%.
The client sales teams were not meshing with their key partner sales teams, causing missed opportunities in major accounts.
Our client had launched a solution co-developed with a major partner that wasn’t gaining market share. The Director of Sales contacted us to put together and manage a series of events across the US to help solve the lack of traction and bring the sales teams together. The goal was to leverage the strengths of both organizations to substantially grow revenues.
Sales Beacon consultants supported more than 30 people across 6 planning teams and 38 events across the US.
These events drove significant incremental channel-led revenue by bringing client and partner sales team together to present an integrated solution to prospects across the US.
The client needed to launch advanced solutions to the market quickly through a broad channel network and didn’t have the internal sta to support this e ort.
Already over-tasked Partner Account Managers were unable to meet partner requirements to introduce a new and quickly evolving technology solution to the market.
Sales Beacon‘s partner consulting teams identified which Tier 2 & 3 partners to focus on. We worked with partners to identify skill gaps and ensured that their sta were trained on client solutions. We focused on aligning partners to opportunities driven by client sales teams.
The client-partner relationship was tenuous – even the smallest of issues were escalated to conflicts.
Lack of attention to the partner by the client led to issues and con icts and near loss of the partner to competition.
Sales Beacon’s Partner consultant took control of the situation, resolved immediate issues and worked towards building better relationship with the partner.
We increased our client’s revenue – and ensured they retained an important partner.
An innovative solution incorporating client and partner solutions was bogged down by the tedious and complicated process to put the solution on the client’s global price list.
Our client was frustrated because opportunities to expand in untapped channels were not being realized due to internal bureaucratic blockages.
Sales Beacon’s Partner Consultant identified the global price list as the root cause of the market delay and identified what needed to happen to get the job done.
Because Sales Beacon was able to accomplish updating the global price list in record time, our client was able to move forward into untapped markets.
Partner hesitated in converting a small project into a bigger one because there was no single point of contact. They were frustrated by the lack of attention and long response times.
The client would have missed a huge sales opportunity as the partner found it frustrating to try to work with several departments at our client’s side
Sales Beacon’s Partner Consultant integrated eight client stakeholder groups to make it easy for the Partner to present new solutions.
Sales Beacon was instrumental in bringing together the two parties – the partner and the client – to collaborate on a huge opportunity, which would have otherwise been missed