Client: Global Technology company
Denave partnered with a global enterprise to activate and enable an inactive channel partner network across the APAC region. The goal was to deepen market penetration and increase the share of wallet within these global accounts through an efficient Inside Sales Account Management process. Denave's approach involved the rapid recruitment and onboarding of native language resources for markets such as mainland China, Korea, and Japan, supplemented by a rigorous training program. The results were remarkable: a USD 70 million sales revenue impact and a robust opportunity pipeline of USD 150 million. The success was driven by a dedicated team of six Global Inside Account Managers (GIAMs) who effectively engaged 80 global accounts and over 300 subsidiary accounts, all within a two-month setup period.
Impact Generated
USD 70 million
in sales revenue impact
USD 150 million
in qualified opportunity pipeline
Engagement of 80 global
accounts and 300+ subsidiary accounts
Multi-lingual coverage
by 6 Global Inside Account Managers
Campaign Objective
Channel Partner Activation
Initiating and enabling inactive channel partners.
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Market Penetration Strategy
Expanding market reach across the APAC region.
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Revenue Growth through Partner Enablement
Boosting revenue with focused partner engagement strategies.
Challenges
Program Reach
Japan
South Korea
ServicesOffered
Telesales
Execution Methodology
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Native Sales Rep Onboarding
Quickly integrating local sales teams in China, Korea, Japan, and other markets.
Sales and Quality Training
Providing extensive training to ensure sales effectiveness and quality standards.
Swift Inside Sales Setup
Establishing Inside Sales operations within a two-month timeline.