300 channel partners aligned with performance-linked execution

The challenge.

A global ERP software provider needed to evolve from traditional one-size-fits-all knowledge-sharing based on portals and webinars to a model built for dynamic execution. The company had a 100% channel model and had limited visibility to the readiness of individual sellers across their 300+ partners organizations. Certifications focused on compliance, not competence. Sellers struggled to position against top competitors, defend pricing, and articulate the value of the latest features. The company lacked seller-level data to optimize the allocation of high-stakes opportunities.

The solution: a system that builds and signals execution readiness

Reps became the infrastructure powering readiness across the partner ecosystem. The platform captured real signals of who was prepared for what — based on what sellers actually attempted, practiced, and shared.

Key actions included:

• Running plays customized for specific partner organizations, geography and seller personas.
• Capturing field insight at scale — including objections, patterns, and buyer response
• Scaling proven approaches by featuring win stories, golden pitches and pro tips by partner sellers

The outcome: execution at scale, routed to the right sellers

Global activation at scale

The platform scaled across 300 partner orgs and over 1,300 users

Field signal loop

Leadership gained a live view into execution quality and surfaced early indicators of success across plays, verticals, and partners

Compound performance

High performers were surfaced through signal-rich data, not lagging metrics — and their behaviors were made visible to the rest of the ecosystem

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"[Reps] prepares sellers for the exact deals they will face — based on context, performance, and what actually works in the field."
Strategy Lead, Global partner program

About the client

This global ERP software company delivers industry-specific solutions through a partner-first model. Its cloud-based platform supports mid-market customers worldwide, with Reps powering scalable execution infrastructure across the partner ecosystem.