The Challenge (Before): $6M ARR, 1,100 partners, only 3 productive. Reactive sales, overwhelmed support.
What We Did: Applied IBM consultative principles to strengthen sales process, combined with Gartner channel segmentation to introduce Master VAR model. Shifted Level 1 support to partners, implemented new comp plan.
The Results (After 18 months): ARR scaled $6M → $22M, productive partners grew 3 → 30, response times cut from 1h → 10m, only +1 headcount.
Takeaway: By adapting proven frameworks to a fragmented channel, we built a scalable growth engine without adding cost.
The Challenge (Before): Mass resignation → only 1 rep left managing 2,200 partners. Channel disorganized, high churn risk.
What We Did: Applied Gartner segmentation model to identify and recruit new strategic partners. Rebuilt channel team in 90 days. Applied consultative engagement to stabilize partner relationships.
The Results (After 12 months): 100% retention of top-tier partners, fully rebuilt team in 90 days, delivered 15% YoY channel revenue growth.
Takeaway: By adapting proven principles to a crisis environment, we turned collapse into a proactive growth engine.
The Challenge (Before): No U.S. sales presence and limited budget. A few partners had been signed but weren’t producing leads or pipeline, leaving founders unsure how to prioritize MSPs, VARs, or distributors.
What We Did: Applied IBM consultative principles to reframe partner engagement and Gartner segmentation to identify 6 Tier-B resellers and 2 distributors with real sales capacity. Launched a 90-day activation sprint focused on enablement, co-marketing, and joint prospecting to move partners from “signed” to “producing.”
The Results (After 90 Days): 2 distributors signed and actively generating opportunities, 4 VAR/MSP partners onboarded and closing first deals, $500K in weighted pipeline built.
Takeaway: By adapting proven frameworks to a startup environment, we transformed non-producing partners into active sellers and delivered first U.S. revenue in 90 days.
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