Situation
The vendor had signed dozens of partners and very few of them sold anything. Partner managers spent their time on the wrong ones.
The question
Which partners should play which role, in which segments, and what do they need from us to sell?
What LeadStrategus did
- Reviewed every partner against role, segment and capacity.
- Defined partner roles and the segments each would own.
- Built partner messaging and enablement, and trained the priority partners.
Evidence and deliverables
- Partner assessment
- Channel strategy and partner role map
- Partner messaging and enablement kit
Outcome
Partner-sourced pipeline tripled within three quarters from eight priority partners.
What changed in the GTM motion
The channel became an intentional route to market rather than a collection of logos.