Client
Global Supply Chain Optimization ISV
($400 million Revenue)
The Challenge
This software vendor relied heavily on SI partners for implementation but lacked consistent enablement.
Partners struggled with ineffective positioning and long ramp up times. They wanted to boost partner productivity and win rates.
The Solution
Over a 6-month engagement we delivered in 3 areas:
- Sales Workshops – Conducted regional bootcamps focused on value selling, competitive differentiation, objection handling, and negotiation best practices.
- Content Development – Created customizable Solution Kits containing presentations, ROI calculators, battlecards, and proposal templates for partners. Produced new customer success studies.
- Interactive Modules – Built on-demand technical training through their partner portal including video demos, assessments to gain product certifications, and troubleshooting guides.
We also provided
- Industry-specific demo customization guidance.
- Specialized product integration training. certifications .
- New Partner Concierge service for on-demand support.
- Co-funded campaigns with top partners.
Business Impact
- Reduced average sales cycle for partners by 6+ weeks
- 20% increase in qualified leads driven by partners
- 84% of partners increased solution sales proficiency
- 36% uplift in competitive RFP conversion rates
- 120% overachievement of expected partner bookings
The expanded enablement resources empowered the client’s partner channel to maximize sales productivity and solution adoption.
BuyerForesight acts as an extension of your Partner Management & Marketing teams.
Contact us to get more value from your partner programs.