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What they wanted
Our client 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 team, roles & responsibilities, internal service level agreements within the business, 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 sales.
"The impulssum team quickly managed to get a good grasp of our complex organization, focussing on what's really important, and created the frameworks and forums to share what was required to take the next step.” – Global Product Manager Services
"Impulssum has quickly become part of our team, and managed to pragmatically introduce a new dynamic price quotation mechanism based on key value drivers." – General Manager
"Impulssum challenged our assumptions and managed to highlight gaps and opportunities which would have otherwise remained hidden. We are now well equipped to execute on the new strategy." – VP of Sales and part of the Executive Team