The client sales teams were not meshing with their key partner sales teams, causing missed opportunities in major accounts.
Our client’s new solution, co-developed with a major partner, wasn’t gaining market share. The Director of Sales contacted us to put together and manage a series of events across the US to help solve the lack of traction and bring the two sales forces together. The goal was to leverage the strengths of both organizations to substantially grow revenues.
Virtira’s Sales Enablement specialists coordinated more than 30 people across 6 planning teams and 38 events across the US. Our support included:
Managing event logistics at all venues including developing materials, organizing catering and checking AV requirements.
Setting up and managing a central resource repository.
Helping to develop a new account strategy including a Playbook/ Take Away Package.
These events drove significant incremental channel-led revenue by bringing client and partner sales teams together to present a unified solution to prospects across the US.
Outsourcing the management to Virtira’s experts meant that sales managers on both sides could focus on customizing solutions for prospects.
The reduced stress that occurred from not having to deal with event logistics improved partner collaboration and allowed the teams to interact about the business, not problems.
The national launch had outstanding partner and client feedback.
Thank you for all that you do for our team! I honestly can’t imagine how we would have the success without your efforts.
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