Enhancing Channel Sales Strategy in SAP Ecosystem for 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 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.

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.

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.