Situation

A Fortune 500 technology company made a strategic decision to focus on driving additional revenue through their Alliance Channel.

Solution

SOAR collaborated with the customer to develop a ‘best practice’ approach for driving Alliance relationships and developed a skills curriculum and certification process for Alliance Managers.

The skills programs were delivered through a blended learning approach leveraging instructor lead sessions, virtual instructor lead sessions and self paced e-learning.

Result

A study showed that Alliance Managers that went through the program demonstrated 5% greater quota attainment and up to 10X growth in Share of Wallet as compared to those that did not.