Helping Improve Partner Support Increased Revenues by Over 40%

Project Services Case Studies
Virtira Project Services

When a client lacked internal resources to support a critical project, Virtira jumped in to quickly launch their advanced solutions to the market through a broad channel network.

Client Challenge

Already over-tasked client staff were unable to meet partner requirements to introduce a new and quickly evolving technology solution to the market.

  • Partners were poorly informed about the new solution offering benefits
  • Partners couldn’t articulate the solution to potential customers
  • There were inadequate partner skills to install the new solution

How We Solved It

Virtira‘s partner consulting teams identified which Tier 2 & 3 partners to focus on. We worked with partners to identify skill gaps and train staff on client solutions. We focused on aligning partners to opportunities driven by client sales teams.

  • We created, organized, and supported partner demand generation and training events
  • Coached partners on hosting Lunch & Learns and Customer Facing events to drive new opportunities
  • Developed and maintained a comprehensive dashboard to report:
    • YoY sales, quarterly changes, pipelines
    • Skillset of the partners, strength of their focus solutions from client’s catalogue of solutions
    • Identified verticals they were gaining success in
    • How effective the various strategies were

Business Impact

  • The engagement grew from a small group of partners into a much larger set of partners
  • Virtira’s focus partners business grew over 50%, with $21.5 million in incremental revenue
  • Provided training and vertical-specific information around IoT solutions
  • Improved pipeline visibility so our client could plan more effectively