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Channel Sales Operations - Symantec

Channel Enablement & Onboarding for Symantec

The challenge for Symantec was refocusing on a solution-driven rather than volume-driven business as well as not knowing how to incentivise their existing channel partners to become certified gold partners.

They set out to increase annual revenue by 8% and increase the number of gold partners from 2 to 8 in DACH.

COMPRiS carried out a channel check up in order to optimise the go-to-market strategy, with focus on sales growth. In the next step we started building the partners' skills through training and certification attendance. We consistently leveraged co-marketing to successfully position Symantec in the market and generate opportunities. In addition, we provided an expert with sales-oriented business focus and ensured continuous support for the conversion of opportunities into deals.

This resulted with 10 partners becoming gold level partners and COMPRiS overachieving its revenue quota.