This technology client was having issues demonstrating the value of the channel to their direct sales force.
THE CHALLENGE
THE SOLUTION
Channel Impact created a comprehensive plan that included publishing a weekly internal channel win story. Each story demonstrated how a channel partner identified an opportunity, collaborated with the sales team to close the deal, then tied the win back to one of the company’s key channel messages.
Each week, we work with the Partner Account Managers to capture a new win story, write the article, complete design production, and distribute the case study.
THE RESULT
The success story program has made a strong impact and demonstrates that the channel is adding value. The field now proactively submits their partner-led wins, allowing channel leadership to show results each week.
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