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NetApp's IP Co-Sell Revenue Acceleration and Global Marketplace Success
Executive Summary
NetApp sought to drive significant growth in their IP co-sell revenue, while enabling their alliance managers to focus on engaging Microsoft sellers for joint business opportunities. Their primary goal was to streamline internal processes and maximize marketplace success without overwhelming their team.
Carve stepped in with its depth co-sell service, delivering a comprehensive solution that encompassed strategic pipeline management, planning, and operational efficiency. This included optimizing their Marketplace presence and providing partner impact reporting. Carve’s strategic co-sell advisory also helped uncover new opportunities through the Partner of Record for Co-sell Revenue (PRACR) program and provided valuable customer reporting insights.
Outcomes
430% co-sell growth in Microsoft impact
Ranked #5 for Marketplace globally, #2 in the UK, and #3 in Germany by capturing previously unrecognized Marketplace transactions
Unlocked Microsoft marketing funds to accelerate wins
Partner Need
Get ramped in the co-sell ecosystem, enhance Marketplace presence, strategically align Noble’s strategies with Microsoft’s focus areas, enable and maximize incentives.
Solution
Assessed current state and recommended path forward, followed by our signature co-sell activation roadmap tailored to address Noble’s needs. Sessions enabled Noble to hit milestones in real time. Performed a Strategic Target Account Assessment to optimize Microsoft seller outreach.
