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Launch, Event & Campaign Management

Driving 40% Revenue Growth with a Targeted Launch Strategy

The client needed to launch advanced solutions to the market quickly through a broad channel network and didn’t have the internal staff to support this effort.

Client Challenge

Already over-tasked Account Managers were unable to meet partner requirements to introduce a new and quickly evolving technology solution to the market.

Additionally, the Client’s partners were poorly informed about the new solution offering benefits. Partners couldn’t articulate the solution to potential customers and lacked skills to install the new solution.

Light Bulb

How We Solved It

Virtira’s Launch experts identified which Tier 2 & 3 partners to focus on. We worked with our client’s partners to identify skill gaps and ensured their staff were trained in our client solutions. We focused on aligning partners to opportunities driven by client sales teams

  • Created, organized and supported partner demand generation and training events
  • Coached partners on hosting Lunch & Learns and Customer Facing events to drive new opportunities
  • Developed and maintained a comprehensive dashboard to report:
    • YoY sales, quarterly changes, pipelines
    • Skill set of the partners, strength of their focus solutions from client’s catalogue of solutions o Identified verticals they were gaining success in
    • How effective the various strategies were

Business Impact

  • Expanded Partner Engagement: The initiative grew from a small group of partners to include a much larger network, increasing collaboration and reach.
  • Significant Revenue Growth: Focus partner businesses experienced over 50% growth, generating $21.5 million in incremental revenue.
  • Tailored Training: Delivered targeted training and vertical-specific insights on IoT solutions to enhance partner expertise.
  • Improved Pipeline Management: Enhanced pipeline visibility enabled the client to plan and execute more effectively, driving better outcomes.

Virtira’s extraordinary efforts before, during and after go-live enabled the successful program roll-out.

Program Manager, Americas

FAQ

Q1. What was the primary goal of this engagement?

The goal was to support a targeted go-to-market launch that improved partner readiness, increased engagement, and accelerated revenue growth for a complex solution.

Q2. How did Virtira contribute to the revenue growth?

Virtira provided structured launch execution and partner enablement support, including coordination, training delivery, asset readiness, and follow-through to keep the program moving.

Q3. What role did partner enablement play in the results?

Partner enablement ensured partners had the skills, messaging, and materials needed to confidently sell the solution, helping drive stronger pipeline activity and revenue outcomes.

Q4. Was this a one-time launch or an ongoing program?

The engagement supported a defined launch initiative, with execution support designed to scale and adapt as the program evolved.

Q5. What types of organizations benefit from this approach?

Organizations launching new products or solutions through partner ecosystems – especially those requiring coordination across sales, partners, and marketing – benefit most from this type of support.

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