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 Channel Reseller Development
Client Goals
A leading manufacturer of security software solutions needed to expand their sheer number of channel partners, and in turn their market penetration in order to meet revenue goals.
ChannelForce Action- Identify, profile and recruit channel reseller partners best suited to meet their market requirements.
- Leverage the ChannelForce database of over 10,000 profiled channel partners by utilizing our proven methodology.
- Develop the script, assist in setting specific, measurable objectives for the program, and identify key channel partner characteristics and market data points to address.
Results- Identified over 3,000 channel reseller partners that specialized in wireless LAN, Virtual Private Network (VPN), and Public Key Infrastructure (PKI) solutions.
- Delivered the client 534 channel reseller partners that met their partner criteria, expressed interest in their product line, and requested contact from the client’s channel sales team.
- Increased the number of client’s channel partners by 334%.
- Provided the “first touch” with identified channel partners, and increased awareness of the client’s product and business propositions.
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