"QM's great to work with. Together, we opened up a new partnering channel and built a consistent stream of leads. They know how to execute."

Rob Lautt, CEO, Dimension Data Systems

A3 Solutions Case Study

Technology

Financial Forecasting, Budgeting & Planning Software

Challenge

The company's primary challenge was to shift from a consulting company to a product sales company.

Objectives

• Generate qualified leads to build the sales pipeline.
• Establish A3 in the minds of sales partners as THE Profit Planning software.
• Develop a Partner Program.

Activities

• Determined partners' needs and business issues.
• Developed an effective Partner Sales Program and a Partner Selling Guide, while keeping costs to a minimum.
• Presented the program and Sales Guide to one of A3's high-priority partner prospects (Showcase).

Results

• Achieved a productive partnership with ShowCase. A year later, this partnership was producing qualified leads and sales.
• Recruited partners who devoted worthwhile time and effort to bringing A3 into their sales process.
• Contributed to A3's threefold increase in Request for Proposals.