Initial Situation
A medium-sized software company wanted to grow further through its partner network without linearly increasing costs. The evolved partner model was unstructured, intransparent, and too passive. Many partners lacked concrete product interest, sufficient solution understanding, and a committed approach to joint market development.
Lever
A partner from our team further developed the partner program for his sales region into a modular model with clear performance, support, and governance structures. A data-driven management architecture increased transparency and commitment. Through targeted dialogue formats, partner enablement, co-selling, and joint customer projects, he translated the product portfolio into concrete market and sales opportunities for the partners.
Result
From a rather passive partner landscape, an activated, sales-effective network emerged. Partners’ product interest and solution understanding significantly increased; collaboration and market development became more committed. Revenue from active partners rose by 30% in a short period. Period: approx. 18 months · Role: Head of Strategic Partnerships & Business Development
