$44 Million Cross-Partner Pipeline

Customer Objective

  • Create proven, scalable demand generation platform to support global expansion opportunities for the partnership
  • Ensure full visibility by both organizations into Partnership pipeline activity
  • Develop an ongoing pipeline of closeable, qualified Partner opportunities
  • Promote cross collaboration between Microsoft and HP and ensure sales teams are working closely together to close business

Partnership Execution

  • Designed consistent, scalable lead-flow process and drove alignment between Microsoft and HP on definitions of closeable qualified opportunities and pipeline stage values
  • Identified target lists and qualified revenue opportunities leveraging expert sales team
  • Led consistent pipeline review process and implemented standard reporting framework for consistent, accurate Partnership pipeline reporting
  • Drove lead follow up ensuring accountability of both sales team
  • Delivered deep insight into Channel Partner performance using thorough monitoring and reporting

Partnership Results

$32M

Visible HP Pipeline

$12M

Visible Microsoft Pipeline