Objectives and Initiatives
- Accelerate Channel Partners commitment and momentum within select solution portfolio areas
- Evolve opportunity pursuit execution capability and Sales enablement of Channel Partners
- Develop opportunity pursuit plans and pipelines
Industry:
Global Technology Solutions Provider
Location:
Singapore
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Solutions
- Partner Sales value reinforcement Implementation
- Upgrade coverage model and business practices
Results
- Program engagement and roll out across Asia Pacific countries with select partners – ANZ, Asean, India, China & Hong Kong
- Channel Partner Executive, Sales and Solution team committed to evolving joint go-to-market momentum, capability and revenues
- >100 Channel Partner Sales engaged, $50M pipeline, $15mill closed in Q
Lessons Learnt:
- Channel Partner’s Executive participation and sponsorship critical to driving commitment
- Importance of Solution Provider’s Channel Team engagement, support and follow-up
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