Virtira operationalized global co-selling by aligning internal teams and partners around consistent execution. The work transformed a fragmented partnership into a scalable, high-impact revenue engine.
in total cost relief
approved in FY25
increase in total cost relief value year-over-year
“One of our EMEA partners have had a pretty spectacular year. The work you do
enables so much of that. As always, thank you for all that you do!” — Account Executive, Architecture
Partner ecosystems rarely fail because of strategy.
They fail because execution breaks down.
A global enterprise technology provider had no shortage of strategic partners, strong solutions, or market demand. What they lacked was alignment — across regions, teams, pricing workflows, and timing.
As a result, a key competitor was consistently winning enterprise storage and networking deals — often before joint selling conversations even began.
The mandate was clear: fix partner execution — globally — and fast.
The client relied on a strategic systems integrator to influence enterprise storage and networking decisions early. While the partnership was strong in concept, execution across regions and teams had become inconsistent.
A primary competitor in the storage networking market was routinely winning deals on price and positioning - often displacing the client’s solutions before joint selling conversations even began. In many regions, internal account teams and partner sellers lacked visibility into overlapping opportunities, and in some cases, were unaware of each other altogether.
This breakdown created several compounding issues:
The business impact was significant. The client’s networking revenue declined 28% year-over-year in FY24, intensifying pressure to reverse trends and restore momentum.
Virtira served as a central execution and coordination layer between the networking provider and the systems integrator. Embedded within the partner ecosystem, our team operationalized the partnership strategy by establishing consistent, repeatable processes for opportunity identification, partner matching, and pricing coordination.
Virtira worked directly with partner sellers and internal account teams to ensure opportunities moved from signal to action.
The focus: connect the right people at the right time, track progress, and maintain momentum across regions and time zones.
Virtira delivered hands-on partner enablement and execution support across four core areas
By turning partner alignment into an operational discipline, Virtira helped transform a struggling co-sell motion into a high-impact revenue driver — proving that disciplined execution, not just strategy, is what converts partnerships into measurable growth.
