Channel Partner Program Case Study for Technology Provider

This case study details the collaboration between a global communications technology provider and MarketSource to enhance the effectiveness of its channel partner program. The technology provider, specializing in unified communications and related services, faced challenges in supporting small and medium businesses (SMBs) through its channel partners. To address these issues, MarketSource developed a tailored solution that involved launching a Solutions Center aimed at empowering channel partners. This center included various support roles such as sales representatives, training, and business analytics. The partnership has led to significant improvements, including tens of millions of dollars in annual revenue for the channel partner and a 30% year-over-year growth in client equipment sales over five years. Additionally, the Solutions Center has achieved an ROI exceeding 150% over ten years and a high service-agreement attachment rate. The case study illustrates the successful implementation of a channel partner management strategy that has benefited all involved parties.