CASE STUDY
Transition from a Direct to Indirect Model
The Client: A Global Mid-Sized Digital Transformation & Process Automation Platform Vendor
The Need
- The client was looking at moving its sales operations from an 80% direct to a 100% Channel Partner led sales model
The Objective
- Identify the internal & external challenges to enable this move
- Build an industry standard Channel Program, Processes & Tools
- Train the team on Channel Management Methodologies
- Help acquire relevant channel partners in Middle East
- Guide & Govern the Channel Engagement Process for a period of 1 year
The Enablement
The Enabler ONE team:
- Evaluated their existing channel network to understand existing gaps & identify strengths
- Built an industry-standard Channel Partner Program based on channel & domain best practices alongwith supporting processes & tools
- Designed & launched their Channel Certification Program
- Recruited 30 Best Fit Channel Partners in the region
- Governed the entire Channel Program execution for the next year
The Outcome
- An active channel partner eco-system was created resulting in sustainable & repeatable revenue model
- A trained Channel Management team from internal resources resulting in best re-utilization of resources
- 20+ Annual Business Plans built & executed
- Over 50+ channel partner resources trained & certified on the new Certification Program
