Brainloop – Channel Recruitment

Brainloop is a leading supplier of solutions for the cross-divisional online collaboration on confidential information and documents within the company and with external service providers. Brainloop has developed a user-friendly online platform that enables companies to automatically roll out their security policy and compliance rules where the highly confidential documents are processed and exchanged with external partners.

The Challenge

Looking for a partner that can work in place of Brainloop’s Channel management team.
Grow revenue through building a 2 tier Channel.
Identify suitable Distribution and VAR partners and enable a 2-tier channel network in the UK that could replicate the success of the direct sales operations in other EMEA regions.
Complement the internal Enterprise Sales Team by generating sales in the SME and Large Enterprise outside FTSE 350 space.

The Goals

Recruit, sign and enable a distributor for UK and Ireland.
Recruit sign and enable 15-20 Channel partners for UK and Ireland.
Build £0.5M in bookings of pipeline from 2 tier channel.

The Solution

Identify a list of relevant channel partners and distributors in the UK.
Decision-maker identification, prospecting and qualification of distributor and reseller targets.
Set up the initial sales engagement with channel partners for Brainloop channel team.

The Result

pipeline

New Channel Partners

Developed pipeline of a dozen UK and Ireland distributors and 50 UK and Ireland reseller prospects operating in verticals relevant to Brainloop’s technology.
2 Distributors and 15 Resellers were shortlisted for selection based on relevance to the Brainloop technology, ability to take a new Vendor to market and ability to generate the required £0.5m pipeline in bookings.

I was very familiar with outsourced organizations and the various business models they employ. My previous experiences had largely been over promised and under delivered. When looking for a new solution I was very impressed with the track record of Operatix, it’s current clients and their knowledge and appreciation of the IT sales cycle. The Operatix team produced results that were second to none. Once the program started the Operatix team managed the customer engagement, focused on the objectives, and utilized their tools and methodology to manage our project. They delivered what they said, on time, and monitored and managed the project extremely well. The team at all times where very professional and was keen to take on the entire sales cycle from prospecting to close. In terms of partner recruitment, they did so quickly and well. They are clearly a partner who has a good understanding and a proven methodology in accelerating partner recruitment

RVP Sales and Managing Director UK

Brainloop