Telstra Global, the international arm of Asian Pacific telco Telstra.
Telstra had recently acquired a new network in the UK and needed to fill the capacity fast. With little direct sales presence in the UK, the quickest way to build demand was through an indirect channel.
Our remit was to develop, implement and manage the channel programme. The initial push to the market was based around a unique ‘Millionaire’s Buy Back’ scheme. The programme was supported by a channel portal, and an ongoing calendar of revenue based incentives.
From a standing start the programme acquired 30 new indirect partners generating £500,000 per month revenue from these partners in just six months.
What they said
“They spent time understanding our complex organisation at the outset of the project and sought to identify and engage with all stakeholders. This enabled them to make a creative, but ultimately sensible and well-targeted proposal to re-launch our brand which was supported by the board of directors and senior management team. On a day-to-day basis their people are approachable and down to earth, as well as quick to respond to emails and tight deadlines.”
Andy Hedges, CFO, Telstra