Driving $1B in Channel Revenue

    Drove $1B in Revenue

    Challenge

     

    A leading technology company has a large market development fund set aside to enable channel partners to sell their services and products.

    The MDF program accelerates pre-sales as well as deployment/consumption activities. 

    Supported technologies include Data and AI, Apps and Infrastructure, Modern Workplace, and Business Applications.

    The team faced challenges in launching a marketing initiative to accelerate sales and the adoption and consumption of customer’s products and services through market development funds.

    Solution

     

    Red Sky understood the team’s needs and proceeded to:

    • Vet and qualify partner requests based on program criteria
    • Provide high touch services to assist requestors with program-related information
    • Reporting on commitments vs actual spend to aid with financial forecasting
    • Reporting on pipeline and status of pending vs. approved requests and proof-of-execution

    Outcome

     

    The challenge was resolved including:

    • Improved partner engagement​​
    • Initiative drove $1B in revenue for customer​​
    • Reduced administrative costs by 25%