Channel Management Case Study in Telecommunications

This case study details the collaboration between a global telecommunications provider and MarketSource to address revenue erosion through channel partners. The client, which offers business collaboration and communication solutions, faced challenges in driving consistent revenue growth from its extensive SME channel partner network. To counteract this trend, MarketSource managed all SME channel partners and implemented a comprehensive managed sales solution. This included a team of inside and field channel account managers, trainers, and business analysts, which helped to enhance partner engagement and growth. The study outlines MarketSource's four-phased approach, beginning with a discovery process to identify sales and marketing opportunities, followed by dedicated channel development, execution and onboarding, and optimization. The results included over $183 million in revenue and a 17% year-over-year improvement, demonstrating the effectiveness of the strategies employed in channel partner management and enablement.