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

HPE generates hundreds of leads across 22 partners with Leadseed

HPE, a global 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, which hindered pipeline growth and required a new methodology to coach solution selling.

The vendor LeadSeed provided its Conversation as a Platform service to address this. HPE and LeadSeed co-designed a consultative questionnaire for sales reps to assess client cloud readiness. The implementation included training and featured automated reporting for tracking progress. As a result, the program generated hundreds of leads and directly led to closing a $1 million deal with a new customer, while revealing significant new potential revenue with existing clients.

HPE