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Hive Streaming

What they wanted:

Hive wanted to scale its partner channel and establish 'strategic partnerships' as a significant source of revenue. This entailed setting up a suitable GTM strategy & process.

What we did

We started by creating a step-by-step Blueprint for strategic partnerships, including defining the organizational setup of the Alliance team, roles & responsibilities, internal service level agreements within Hive, 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.

What we achieved

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 lead 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 Hive sales.  
"Together with Impulssum, we built a full blueprint for our strategic partnerships work including a large repository of resources for Hive and our strategic partners which we have already put to good use. Also, while still building up the Alliances team, the team from Impulssum acted as my trusted extension arm on all business development topics and provided fantastic allround support." – Ati Serpoushan, VP Alliances and GTM
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