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Building an indirect distribution channel

PCCW

PCCW Channel

Client Objective

Create a platform for Partners to support business growth

Our Approach

Build the foundations of a new indirect channel strategy

Results

Automate and simplify partner journeys

Client Objective

Our challenge

Preparing to scale, we were asked to set the foundations for a succesful indirect sales channel. Drawing from our own knowledge, consultation with the client and research direct with potential partners, Blueprint scoped the technology, content and experiences that would be required for a succesful roll-out.

Our Approach

How we drove engagement

Through a research and development phase, our team trialed and selected a SaaS solution from which to build the partner engagement portal. Design, configuration, content creation and endless testing built out the functionality to ensure that the PartnerConnect portal became the single source of truth for all sales enablement tools.

Results

How we transformed behaviour

Building the portal was just the first step, communication journeys, deal registrations and onboarding processes are ensuring that as new partners are identified, their journey with PCCW is clear, engaging and most of all driving new sales and returns.

Deliverables

Over 100 assets available to Partners

Engagement

Drove increased MDF requests

What's next

We're continuing to expand the activity to include a wider set of partners