PARTNER ENABLEMENT

Helping Improve Partner Support Increased Revenues by Over 40%

When a client lacked internal resources to support a critical project, Virtira jumped in to quickly launch their advanced solutions to the market through a broad channel network.

Client Challenge

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

  • Partners were poorly informed about the new solution offering benefits
  • Partners couldn’t articulate the solution to potential customers
  • There were inadequate partner skills to install the new solution
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How We Solved It

Virtira‘s partner consulting teams identified which Tier 2 & 3 partners to focus on. We worked with partners to identify skill gaps and train staff on client solutions. We focused on aligning partners to opportunities driven by client sales teams.

  • We 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
    • Skillset of the partners, strength of their focus solutions from client’s catalogue of solutions
    • Identified verticals they were gaining success in
    • How effective the various strategies were

Business Impact

There were immediate improvements in all aspects of the sales process, including a 30% faster-selling result.

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The engagement grew from a small group of partners into a much larger set of partners

Teams

Virtira’s focus partner’s business grew over 50%, with $21.5 million in incremental revenue

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Provided training and vertical specific information around IoT solutions

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Improved pipeline visibility so our client could plan more effectively returning and potential customers

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Maintain consistent and engaging communication with customers

How We Help

Helping you remotely, where ever your team is. Our specialized staff will help you achieve your goals using innovative techniques and processes. We help you pinpoint and eliminate inefficiencies so that your staff uses their time smarter and not harder.

Sales Support
  • Robust sales order support
  • Flexible handling of quote modifications
  • Opportunity reporting dashboard
  • Robust component and product failure support
  • Proactive monitoring and resolution of potential issues
Marketing Support
  • Keeping creative teams on track
  • Developing status updates
  • Delivering content on time & on budget
  • Managing giveaways and promotions
  • Post-event follow-up
Partner Enablement
  • Streamlined process alignment
  • Facilitated communication and collaboration
  • Decreased escalations
  • Revamped co-selling strategies
  • Strategic event management
Ready to learn more?