216% uplift in sales across 11-country distributor network

The challenge.

 A global networking provider needed to move beyond passive partner engagement. Traditional tactics like events, decks, and email campaigns created surface-level exposure but failed to drive follow-through. One distributor asked the core question: “How do we know if event attendance leads to product proficiency or revenue?”

There was no consistent system to activate new partners, track execution, or measure who was ready to sell. The provider lacked visibility into what happened after events—and whether it turned into action.

The solution: a system to activate and scale partner execution

Reps became the system for turning interest into action across the provider’s distributor network. What started as a pilot quickly scaled into a core part of partner performance management.

Key actions included:

• Launching mobile-first plays to reinforce event messaging and drive action
  
• Using event-specific QR codes to track participation and trigger post-event engagement
  
• Tying platform activity directly to partner incentive eligibility to prioritize execution over attendance

Execution became visible, trackable, and tied to revenue outcomes.

The outcome: execution at scale, driven by signal not assumption

New reseller activation

Reps powers the welcome flow for new resellers, accelerating ramp and delivering consistent messaging across the long tail.

Event-to-execution attribution

Leaders can now track who attended, who acted, and which plays translated to field behavior, allowing for optimized allocation of resources down to the individual seller level.

Measured business impact

In five months, the provider saw a 216% uplift in upsell bookings across 17 distributors.

Reach across 11 countries

The program now covers 100% of focus distributors in 11 countries and has reached 450 partners and growing

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"[Reps] connects us across partners, programs, and priorities. It helps our teams focus on what matters now while creating a record of who’s ready to execute and who needs support."
Melben, Partner Manager

About the client

The client is a global leader in networking, cybersecurity, and enterprise collaboration. Through its expansive channel ecosystem, it powers digital transformation for customers worldwide.