Enhancing Channel Sales Strategy in SAP Ecosystem for Payroll Solutions

Service Area: Sales & Marketing

Client Type: Upper-Middle Market PE Firm

Service Provider Type: Sales Effectiveness & Training Firm

Industry: Technology – Software

The Need
Optimizing Sales Strategy for SAP Payroll Solutions

An upper-middle market PE firm sought to refine the sales strategy of its software technology portfolio company, focusing on SAP-focused channel sales within payroll and vertical compliance solutions. The objective was to enhance enterprise-level sales through channel partners in the SAP ecosystem.

The Challenge
Expertise in Niche Sales Strategy

The firm required a consultant with a deep understanding of enterprise sales strategies, particularly those led by channel partners for solutions within the SAP ecosystem. The challenge was to find an expert who could assess the company’s data, contracts and channel management to improve sales effectiveness and market penetration.

How BluWave Helped
Connecting a Specialized Sales Effectiveness Consultant

BluWave provided a short list of sales effectiveness and training firms, ultimately connecting the PE firm with a consultant specializing in channel sales within the SAP ecosystem. This consultant possessed extensive experience in payroll solutions, implementation partners and enterprise-level contract negotiations.

The Result
Sales Channel Enhancement, Greater Market Penetration

With the selected consultant’s expertise, the portfolio company gained a comprehensive understanding of its channel sales strategy, identified areas for improvement and implemented tactical changes. This led to better orchestration of channel partnerships, improved economic share visibility and an optimized approach to enterprise sales in the SAP payroll solutions space.

Very positive. Responsive. Won’t ruffle any feathers. On top of the ball.

-VP of PE Firm


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