Global Partner Ecosystem Overhaul Example Case Study
Client
Leading data and analytics company
($500million in revenue)
The Challenge
- Needed to develop a formal global partner program and partner ecosystem to accelerate cloud offering adoption.
- Only 20% of sales come from 200 worldwide partners at the beginning of an initial engagement.
- No enterprise agreements with global SIs or Enterprise software companies that could boost sales
- Significant partner dissatisfaction over program complexity and incentive limitations
The Solution
- Mapped their existing partner base globally and identified major gaps in the ecosystem, as well as underleveraged segments and geographies.
- Built a three-tiered partnership framework with clear requirements, accreditations, and benefits including:
- Volume discounts
- MDF and training funding pools
- Dedicated partner account managers
- Rebates for adding new logos
- Developed a “Partner Dashboard” with KPI tracking, performance scorecards, contract/asset access, and support case workflow. According to a partner survey, this reduced the hours spent managing the relationship by 35%.
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Simplified and amplified partner messaging for easy cloud migration including new marketing kits, competitive battlecards, and joint proposal templates.
Business Impact
- 55% of revenue influenced by partners at the two year mark.
- 150% increase in partner sourced leads within the first year.
- 40 point uptick in partner Net Promotor Score (NPS) across all tiers.
- Five global system integrators recruited and trained to support massive scale enterprise deals.
Their new partner strategy contributed to the organization achieving a 3-year CAGR of 35% and strong market share gains for their offering in key regions.
Re-Starting a Partner Program Example Case Study
Client
North American Data Analytics Software Leader ($140M Revenue)
The Challenge
- Develop a new partner model and program to capture embedded and OEM partnership potential.
- 100% direct sales model unable to keep pace with customer enterprise growth.
- Missing major revenue opportunities from analytics dashboard embedding use cases.
- Didn’t have a process for partners to integrate their IP or resell software offering.
The Solution
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Identified over 300 ISV and platform partners to target for accelerator partnerships, which embed their analytics capabilities as a value-add.
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Worked with the product team to create fixed-scope partner connectivity packs with APIs and SDKs to speed time to value.
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Built a digital portal providing access to partner support cases, custom modeling tools, self-service documentation, and reporting to help manage scale.
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Established a revenue share model to incentivize partners to develop joint solutions targeting their enterprise customer bases.
Business Impact
- 175% increase in partner sourced leads with embedded partnership for the first 12 months
- 23% of enterprise software deals influenced by partners
- $15M in net new pipeline from Partner sales model
- Significant expansions within existing accounts supported by partners
BuyerForesight acts as an extension of your Partner Management & Marketing teams.
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