Industry: technology, B2B2C digital
Objective: Leverage sales, enter key stakeholders of the market, foster average ticket size
The growth strategy of a late stage start up was suffering from scarce sales resources. To expedite growth, market access to the decision level of different industries had to be obtained.
Building on established networks, a number of strategic partnerships have been introduced and signed. Market access and leveraging sales performance have been at the core.
The service was positioned on level of the European VP sales of two global partners. Incentives have been established. After a brief ramp up phase, resell activities accelerated.
The in-house sales team received leads, RFIs & RFPs via the resell partners. As the offerings take advantage of the established business relations between the client and the reseller, average ticket size was 8-folded within 6 month only.