Go-To-Market Strategy & Execution

As a high-growth scale-up player, they wanted to scale its partner channel sales by establishing ‘strategic partnerships’ as a significant source of revenue. This entailed setting up a suitable go-to-market strategy & process.

We started by creating a step-by-step Blueprint for strategic partnerships, including defining organizational setup of the Alliance team, roles & responsibilities, internal service level agreements, as well as creating all necessary sales collaterals and support documents for partners.

At the same time, we continuously supported the business development side of strategic partnerships.

By building and implementing our Blueprint at the same time, we were able to hit the ground running and support working with two strategic partners. Our BD support led to signing two new customers that were not only important commercial wins, but also served as a huge lighthouse effect within the strategic partner organization to further promote sales.