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Channel Account Management Program Boosts Business Wins in 60% of APAC Accounts

The client is a global leader in delivering superior communications and collaboration experiences on premises, in the cloud and as hybrid solutions.

They were running a global channel sales program with limited resources covering only Tier1 and bigger accounts while leaving Tiers 2 & 3, and mid-market partners without sufficient support to drive sales and achieve results. Our business partner covering the Americas entrusted this demand generation program to Onboard for APAC.

  • Highlights
  • 20% increase of order value year-on-year
  • Improved relationship with Tier 2 and Tier 3 Partners
  • Channel program optimization
  • Closer collaboration with partner accounts and measurable positive impact
  • The client extended the project based on its success

Goal 1

Demand generation boost and data governance services

Goal 2

Partner enablement and relationship management

Goal 3

Channel account management

The Challenges
  • Inactive Tier 2 and 3 partner accounts.
  • Poorly informed & trained partners.
  • Insufficient digital capacity.
  • Needed a partner qualification program.
  • No modern PRM portal as the only source of information for distributing new marketing content and provide technical support.
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  • We reactivated dormant partner accounts and increased the overall order value of Tier 2 and Tier 3 partners by more than 20% in the first year only.
  • The project is active for 3+ years with a stable annual order value increase.
  • Our ACAMs worked with our client’s channel partners to set and execute marketing and sales initiatives that increased sales.
  • Due to its success in APAC, the project was extended to cover the LATAM region too.
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  • Rapid partner reactivation and improved communication
  • Channel sales increase in the first year
  • Measurable partner programs optimisation
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ACHIEVЕMENT

Channel program optimization and a stable annual order value increase.

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