Approx. 70% of our IBM Software Group business is generated through our Business Partner’s network. As a consequence, we wanted to prepare these Sales teams and channels to have an even stronger control over the end-to-end Sales cycles leading to a better forecast accuracy
This deal coaching took place 3 years in a row. What else to say?
We teamed up with an external partner experienced with our business.This way, our business partners benefit from individual deal coaching delivered by unbiased professionals in software sales. As a result, we noticed that far more focus was given to IBM licenses sales, forecast accuracy improved and targets were achieved
Messaging & Collaboration Solutions Leader SouthWest Europe
Collective workshops for IBM Software Group Business Partners
Individual coaching of IBM Software Group Business Partners
Sales best practices sharing
Improved forecast accuracy