Summary
This case study details the engagement of a global technology manufacturer with MarketSource to enhance their channel supply sales efforts and drive growth in OEM supplies. The client identified that their existing channel solution was only utilizing 20 percent of an estimated $1.5 billion market potential. To address this, MarketSource developed a tiered channel partner program aimed at targeting suitable partners and deepening customer database penetration. The solution included providing product training, implementing marketing promotions, executing incentive programs, and assisting in closing end-user deals. MarketSource deployed a team of sales professionals and support representatives across three regional territories, aligning with the client's field team. The results showed that MarketSource helped the client meet or exceed their growth goals for mid-tier reseller accounts, achieving a consistent annual quota of $320 million, a 13:1 average ROI on marketing programs, and extending the average tenure of sales professionals to five years.
