Case Study: HPE builds cloud sales pipeline and consultative selling skills with LeadSeed

HPE - Customer Case Study

HPE, a major technology company, faced a challenge in enabling its channel partners to sell its complex HPE Cloud Helion portfolio. Many partner sales representatives lacked confidence in initiating the necessary consultative conversations about cloud solutions with their customers. HPE's objectives were to build a new sales pipeline and coach its channel salesforce on solution selling, which required a new methodology beyond basic training.

The vendor LeadSeed provided its conversation platform to address this. HPE and LeadSeed co-designed a consultative questionnaire to help sales reps assess prospect needs. The configurable LeadSeed platform included automated reporting to track progress. This new approach helped change partner sales behavior. As a result, HPE generated hundreds of leads and closed a $1 million deal with a new customer, while revealing significant new potential revenue with existing clients.

HPE

Dorota Grudzien-Molenda

CEE&I Hybrid Cloud Indirect Sales Manager