The Challenge
A global technology leader was transforming its core business from hardware sales to software and recurring offers. Over 90% of revenue came through channel partners, so maintaining mindshare was critical. However, one-off events like webinars or in-person sessions led to inconsistent, slow execution, and partner portals were static and overwhelming, making it difficult for sellers to access what mattered. Leadership lacked real-time insights into partner readiness, slowing GTM efforts.
The Solution
BigSpring provided the company with a centralized GTM execution platform where the company and its partners could quickly run targeted plays, practice key messaging, and build muscle memory. The company reached channel sellers directly with consistent updates and measured execution in real time, while also capturing field insights on BigSpring. This from the field, for the field approach ensured that channel sellers were aligned, engaged, and advancing deals faster.
