The infrastructure service provider made a loss of $5m in the year and had to fire the field sales team and start from scratch. They were up against 2 of the biggest global service providers with a 56% market share in their territory and have a much better firepower and software sophistication.
Successfully peeled off and onboarded a few top and active partners from the competition’s ecosystem, gaining visibility and control into the renewals, timelines, decision makers to meet the quotas. On track for 130% quota achievement (work in progress).
