CASE STUDY
Driving growth through strategic partnerships: a decade of innovation in enterprise video event communications
Company
HQ
Sweden
SIZE
Small business
INDUSTRIES
Telecommunications
VALUE CREATION
Customer acquisition, People & talent
INVESTOR
PE owned
What they wanted
To expand the scale of its sales through the partner channel, the company strategically positioned ‘strategic partnerships’ as a substantial revenue source. This initiative involved establishing a well-defined Go-to-Market (GTM) strategy and process tailored to effectively leverage and nurture these partnerships.
What we did
Our initial approach involved crafting a comprehensive step-by-step blueprint for strategic partnerships.
This encompassed defining the organisational setup of the alliance team, roles and responsibilities, establishing internal service level agreements, and developing all requisite sales collaterals and support documents for partners.
Simultaneously, ongoing support was provided to the business development aspect of strategic partnerships.
What was achieved
Implementing our blueprint alongside its development allowed us to promptly commence operations and engage with two strategic partners. The simultaneous business development support yielded fruitful results, resulting in the acquisition of two new customers.
These achievements not only represented notable commercial successes but also generated a significant positive impact within the strategic partner organisations, enhancing the effectiveness of the organisation’s sales promotion efforts.
