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 didWe 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 achievedBy 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.