Client
Multinational Transformation Software Leader
($750 million Revenue)
The Challenge
This enterprise software company specializing in data and cloud transformation capabilities was shifting 30% of its license sales from direct reps to partners.
However, their legacy partner profile was primarily resellers without modern implementation expertise.
They engaged us to rapidly recruit 35 new skilled SI and ISV partners across Europe.
The Solution
Over a nine-month engagement BuyerForesight:
- Profiled ideal partners based on tech capabilities, industries, and company sizes lacking coverage.
- Worked with their existing sales relationships with SIs, ISVs, and VARs to identify partners.
- Created an interactive PartnerFit assessment for recruitment profiling.
- Produced “Total Value of Ownership” materials showcasing the revenue potential of deals referred by partners.
- Held customized technical capability workshops aligned to various practice areas to educate partners.
- Appointed dedicated Partner Development Managers to assist with onboarding and first-deal support.
Business Impact
- Onboarded 43 new partners against goal of 35.
- $28M influenced pipeline driven by new partnerships .
- 81% partner retention after 12 months.
- Projecting 45% of European enterprise software revenue to come via ecosystem by 2025.
Through dedicated recruitment, education, and engagement support we successfully enabled expansion of key partnerships to drive our client’s enterprise solution sales.
BuyerForesight acts as an extension of your Partner Management & Marketing teams.
Contact us to get more value from your partner programs.