Study #1 : International Hardware Manufacturer

The Challenge: This large hardware manufacturer wanted to strengthen and leverage its partner community, diversify revenue streams with existing reseller partners, and accelerate new growth through a total solution strategy.

The Solution: With SWOTmg’s program, the manufacturer began to leverage strategic reseller partners by aligning them with ISVs to help focus on solution selling versus traditional product selling. This approach assisted the partner in extending the reach of its client’s partner community by connecting highly-aligned resellers and ISVs.

The Results: Within six months, this company made the jump to nationwide deployment, at a 10x ROI rate. SWOTmg has helped improve channel health and profitability and is enabling the growth of this client’s sales pipeline. We have educated them to encourage a business discussion rather than a product discussion; helped them create new solution offerings; and provided the tools for them to build and maintain a healthy channel by strengthening their partner network.