Motorola Case Study
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Sales Channels Performance Management
THE CHALLENGE
Motorola needed a partner to provide productized remote and instructor lead Telephony Training services to Motorola’s VAR Channels and their customers (SMBs) in order to increase revenue, reduce sales cost, and increase customer lifetime value.
THE SOLUTION
Worked with Business Unit President, CMO, and VP of Channels to develop and manage Go-to-Market Strategy and Sales Execution Plan
Developed training services road map and curriculum
Sourced and contracted with service delivery partners (Informa, Wimax.com, etc.)
Worked closely with VARS to understand their customers’ needs
Worked with internal marketing organization and service delivery partners to develop positioning and pricing plans
Developed and implemented Certification Programs for end customers
Created and implemented revenue plans & incentive programs for the VARS
Developed ongoing training program to keep channel partners informed and able to deliver fresh material to client base
Built $5 Million business in 2 years
THE RESULTS
Developed a revenue plan with Motorola to distribute brand partner’s devices and managed services solutions.
SMB segmented associations and their ecosystems
Direct Sales-pitched devices/managed services as part of solution in our “stand alone” or direct to SMB classrooms and through distance learning vehicles and other training delivery environments
Provided managed services as part of trade show training services delivery
Built $300k business in 1 year