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CASE STUDY

Inside Sales Program boosts business wins in 60% of APAC accounts

Partner Program invigorates APAC Channel

Dormant and low performing channel partners exceed sales goals with timely and targeted support.

Background

The client is a global leader in delivering superior communications experiences that provides a complete portfolio of software and services for multi-touch contact center and unified communications offered on premises, in the cloud, or a hybrid. The company was 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 the channel program to Onboard for APAC to activate Tiers 2 and 3 accounts.

Strategy

We set up a framework for multiple region-specific campaigns to be carried out by native speaking sales reps. The campaigns were enhanced by integrated management and ongoing support, training and close cooperation with our business partner. Our  high performing Associated Inside Channel Account Managers work directly from the client premises to apply their strong business acumen in selecting, supporting and motivating partners.

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