Success Stories

Innovative Ecosystems Driving GTM, Growth, and Expansion

New $40M Cloud Channel

New $40M Federal Cloud Partner Ecosystem

  • REGIONS: US Federal

    SALES MOTIONS: Resell (sell-to/through), Distribution

    PARTNER TYPES: Cloud Service Providers, FSIs, Telcos, Federal Agencies, VADs

    TIME FRAME: 3 Years

  • As enterprise software rapidly moved from on-premise to private/hybrid/public cloud computing (IaaS, SaaS, PaaS) the US Federal Government invoked a cloud-first policy requiring agencies to evaluate safe and secure cloud computing options before making any new investments. VMware needed to quickly build a new business model to align to cybersecurity controls and partner-led GTM.

    1. The VMware Federal Cloud Provider Channel was built from the ground-up, ensuring a FedRamp compliant channel business model and partner program.

    2. Dozens of new strategic partnerships across SIs, Federal Agencies, and Telco/ Service Providers.

    3. A new pricing and packaging model was created to support “pay-as-you go” consumption-based computing.

    • A nascent cloud opportunity grew from $0 to $40M in indirect sales in 2 years.

    • 35 new strategic partnerships signed, on-boarded, and activated.

    • Operational scale from the creation of a new cloud distribution model with Carahsoft.

    • Integrated GTM with a 75-person direct sales team.

New $220M, 900-Partner Global Cloud Ecosystem | Hypergrowth

  • REGIONS: NA, EMEA, APAC, LATAM, Federal

    SALES MOTIONS: Resell (sell-to/through/with), Distribution

    PARTNER TYPES: GSIs, MSPs, Hyperscalers, Telcos, GSIs, ISVs, VADs

    TIME FRAME: 5 Years

  • Red Hat is the leading provider of enterprise open source software solutions. As customers looked to move workloads and applications to the cloud, Red Hat needed to rapidly evolve its GTM strategy, pricing & packaging, and channel model to support cloud computing. The opportunity was transformative and potentially disruptive to Red Hat’s existing business.

    1. Built-out a new global cloud subscription channel business (resell, sell-to, distribution), forming and scaling the Red Hat Certified Cloud and Service Provider (CCSP) partner ecosystem.

    2. Expanded the global team, built new pricing and packaging moving to 1-year/3-year subscriptions to support consumption-based pricing (by the hour / by the month SKUs with new support models).

    3. Aligned global go-to-market by integrating CCSP business across all functions and regions.

    • 800 new certified resellers and 40 cloud distributors in 23 countries across North America, EMEA, APAC, LATAM, and Federal.

    • Sales grew into hypergrowth from $9M to $220M in 5 years making it the fastest growth in Red Hat history (2400%)

    • Best-in-class, 2-tier global ecosystem of certified partners including: Google, AWS, Azure, Verizon, IBM, Rackspace, AT&T, NTT, Telstra, Dell, Cisco, CGI, HP, Synnex, Ingram Micro, Carahsoft, + 100s of leading Cloud Providers, SIs, Telcos, MSPs, & VADs.

    • Multiple industry awards including Channelnomics global partner ecosystem of the year.

    • Deep collaboration and shared success across product, regions, CS, and other cross-functional teams.

New 300-Partner Global Ecosystem | Hypergrowth | Strategic Exit

  • REGIONS: NA, EMEA, APAC, LATAM, Federal

    SALES MOTIONS: Resell (sell-to/through/with), Distribution

    PARTNER TYPES: VARs, SIs, GSIs, Telcos, MSPs, VADs

    TIME FRAME: 2.5 Years

  • Ekahau is a leader in Wi-Fi tools & software for optimizing, designing and troubleshooting wireless networks. After a divesture, VC-backed Ekahau was looking to grow quickly but operating with a primarily direct-sales GTM model and a small channel that needed to be scaled to drive global expansion and value creation.

    1. A new best-in-class partner program was built from the ground-up in just months that included a modern portal (with deep Salesforce integration), deal registration, MDF management, partner enablement, marketing campaign library, and much more.

    2. A global channel team was built-out by hiring and best-in-class talent that quickly scaled sales and operations by executing from a unified strategy to grow the channel to 300 active partners across all global regions.

    3. A 2-tier partner network was created (225 VARs/SIs, 7 DMRs, 30 value-added distributors) and transformational partnerships were formed including: Extreme, WWT, Presidio, CDW, Cisco, HP/Aruba, SHI, ePlus, Dimension Data, Insight, Ingram Micro, Dicker Data, Avent, Infinigate, Synnex +100s of other leading resellers & distributors.

    • Global expansion through a high-velocity channel-first GTM engine with tight alignment to direct sales.

    • Hypergrowth channel sales from $9 to $30M in 2 years.

    • Achieved clear #1 market position.

    • Highly successful nine-figure exit to Ziff Davis.

New 400-Partner Global Ecosystem | 30% YoY Growth

  • REGIONS: NA, EMEA, LATAM

    SALES MOTIONS- Resell (sell-to/through), Co-sell, Referral, Distribution

    PARTNER TYPES: SIs, GSIs, MSPs, ISVs, Hyperscalers, Accounting, ERPs

    TIME FRAME: 2.5 Years

  • Sovos is a leading provider of tax compliance software and services that streamlines tax reporting and filing across 70 countries and thousands of jurisdictions. After a series of acquisitions, the focus turned to organic growth and scaling a high-potential partner business. Sovos had an under-developed and fragmented existing channel that was being managed by a small group of partner account managers in the US and EMEA, but there was no formal channel organization, strategy, processes, or program. The executive team could see the value partners were bringing, but needed help developing and executing a comprehensive strategy that could turn the potential into high growth.

    1. A new business growth plan was created to secure investments and was operated as a separate investment case P&L.

    2. To properly scale the team and ecosystem, the partner organization was reorganized, built-out, and aligned across the business.

    3. A new unified partner program with a product-driven framework was launched across North America, EMEA, and LATAM. Supporting infrastructure was created including a partner portal, deal registration system, marketing, and partner enablement.

    4. Operational processes were put in place for efficiency and accuracy, and GTM teams were trained and aligned to eliminate channel conflict.

    • Indirect sales increased by 30% year over year.

    • The ecosystem grew exponentially to over 500 partners including the formation of strategic alliances with industry leaders and market-moving PRs (NetSuite, KPMG, PwC, SAP, Zuora...).

    • The partner and direct sales teams aligned to develop a productive and lucrative co-selling GTM rhythm.

    • Sovos’s new Partner Network was recognized by CRN as a top channel program, supporting a highly diverse ecosystem of SIs, accounting & advisory firms, resellers, ISVs, and the Big 4.

    • All-in-all, a complete build and scale of a rapid growth global channel business in expedited time-frame.

400-Partner Global Ecosystem | $32M Incremental | Revamp | 40% YoY Growth

  • REGIONS: NA, EMEA

    SALES MOTIONS: Resell (sell-to/through/with), Co-sell, Referral, Influence

    PARTNER TYPES: SIs, GSIs, MSPs, Accounting, Consulting, Big 4

    TIME FRAME: 2.5 Years

  • Deltek is the global standard for project-based companies and delivers software and information solutions that enable project intelligence, management and collaboration. Deltek needed to reimagine and revitalize their global partners & alliances business to be a growth catalyst across North America and EMEA markets.

    1. The Deltek Partner Network (DPN) was architected and built from the ground-up in just months. DPN is a new global partner program and infrastructure built to scale and incorporated all the key components of a modern partner channel such as program design, multi-route GTM, complex product-alignment, partner enablement and more.

    2. A GTM design was created for deep alignment with the direct sales teams that alleviated conflicts and drove co-sell opportunities.

    3. A new channel organization was created & scaled across the field and functional areas (marketing, enablement, operations, programs).

    • Delivered next-gen partner program which increased partner engagement 200%, supporting 500+ partners and growing incremental partner sales by $30M ARR.

    • Formation and scale of a new Global Partners & Alliances (GPA) organization.

    • Conflict-free field alignment with a global direct sales team.

    • Industry recognition and market amplification including inclusion in the CRN Channel Partner Program Guide.