High Tech Company – Invested $3M+ over 3 years, launching 2.0 Version
Situation
Partner Sales Acceleration team looking to develop a program which would drive real revenue results in a sell-through model for fully developed architecture solutions
Desire to move channel partners to a more strategic solution selling approach
Need to land solutions versus other options through the channel
Implement a program which added value to the transformation the channel sales organizations are going through
Alliancesphere Approach
Alliancesphere developed and implemented with the Partner Acceleration team a customized and facilitated opportunity and governance model, driving adoption of the architecture solutions. The program drove sales transformation to solution selling, improved close ratios and drove better utilization of sales time on qualifying opportunities faster.
The program focuses on:
Architectures are discussed from a customer centric lens, enabling the channel partner to better understand how to have a business value discussion; translating into better positioning of customer value of the solution.
Opportunity Target Assessments which helps the account manager quickly qualify suspects in a timely manner and spend their time on real potential pursuits
Development of Path to Revenue Plans which identifies where team is in the sales cycle compared to the buying process, identification of gaps and challenges and tactics and strategy to move the opportunity forward
Outcomes
$900M
Total Incremental Contact
Value in Pipeline
6686
Number of Deals
in Pipeline
100 over 50
Number of Programs across
total number of partners
+28%
Win
Rate
