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 channel partner network 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 losing revenue 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%.
“Sales Beacon’s services freed up 30% of my work week.”
— Director of IOT, Wachter
Download Sales Beacon’s Sales Acceleration Case Studies