INDUSTRY
Telecommunications
SOLUTION
Inside Sales
Situation
Our client, an industry leader in LTE and 5G network edge solutions, needed a sales team to open a new market and drive sales of their products through their largest service provider partner channel. Difficulty gaining access to and mindshare of the service provider’s large and dispersed sales force was challenging enough but convincing the team to position and sell the client’s products over all other comparable solutions in their portfolio further hindered sales.
CHALLENGES
Channel partner mindshare
Dispersed salesforce
KEYS TO SUCCESS
360° sales enablement
Channel enablement
Solution
MarketSource deployed a right-fit sales team, configured for our client’s needs, fully certified on their product portfolio, and dedicated to selling these products to the shared customer base of the service provider. The MarketSource team became an extension of the client’s own sales teams and operated inside the client’s sales ecosystems and applications behind the service provider’s firewall. The team managed the entire direct sales engagement—from lead generation to opportunity qualification, including design and proposal generation, solution review, demo delivery, selling, and contracting. In addition, the team was responsible for equipping sellers to communicate our client’s brand value proposition and educating the service provider’s sales teams on our client’s product portfolio. These channel enablement activities ensured that the service provider’s sales teams were able to identify and engage in opportunities to position and sell our client’s products.
Results
MarketSource achieved record results for our client, including more than two times year-over-year revenue growth, 120% of new growth goals, a 1:20 expense-to-revenue ration, and three record-breaking sales quarters over two years.

+2X
year-over-year revenue growth

120%
of new growth goals

1:20
expense-to-revenue ratio

3
record-breaking sales quarters over 2 years