Hyperscaler with 1000 product updates a year achieves 90% readiness within 4 weeks

The challenge.

A leading hyperscaler needed to rapidly onboard and continuously uplevel thousands of SDRs and BDRs (xDRs) across 12 global partner teams. Ad hoc, inconsistent and live sessions led to:

• Minimal visibility into performance
• Fragmented execution
• Long ramp times
  
  

With over 1,000 product updates launched each year, teams struggled to keep pace. Execution was reactive, inconsistent, and hard to measure.

The solution: Driving execution, not just enablement

Reps became the standard for sales execution across xDR teams. The platform enabled a global, repeatable process for turbocharging new products, sales approaches, AI fluency.

Key actions included:

• Deploying 250+ targeted plays per year across global vendor teams tied directly to pipeline goals, product updates, and compliance needs.
• Running plays with a “Lego” approach - standardized global plays, bespoke regional plays, and partner-led plays.
• Operationalizing best practices from top performers at scale
  
• Using performance signals to close execution gaps before they reached the customer

The outcome: Fast ramp, compounding execution, real-time signal

Speed to readiness

Ramp time dropped below three weeks. Over 90 percent of sellers reached execution proficiency within four weeks, enabling faster coverage of new launches and campaigns.

Higher conversion and pipeline quality

Reps users with higher scores generated up to 6x more qualified opportunities and converted them at 3x the rate of their peers, with 2x higher average deal size.

Execution signal in real time

Field insights surfaced instantly, enabling fast action. A single targeted play eliminated recurring compliance issues within 30 days.

Scaled performance across 12 vendor teams

More than 250 product-aligned plays deployed globally using a “lego” block approach that enabled both standardization and regional customization.

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"[Reps] isn't just for onboarding. It's an 'everboarding' tool that keeps you constantly updated, aligned with the latest company strategies, and ready for any challenge that arises. It's like finding a strategic partner."
Karol, Vendor partner

About the client

A global leader in cloud computing, AI infrastructure, and enterprise-grade data solutions. With a fast-growing partner ecosystem, this hyperscaler enables organizations to drive operational transformation and scale innovation.