TechGC, an exclusive community platform for General Counsels of leading venture capital funds and high-growth technology companies, was poised to expand their reach. As an independent, invitation-only network, they were committed to supporting their members in their professional growth and career journeys. Facing the need to grow their partnership channel, TechGC sought assistance, as their existing team was already stretched thin.
The irony for many sales leaders, including those at TechGC, was that hiring more personnel to assist with sales and partnerships often resulted in a significant portion of their existing sales leader's time being consumed in training and management. TechGC required a solution that would enable them to reap the benefits of hiring without the burden of ramping, training, and managing new staff.
Another challenge is that TechGC targets law firms and has a high status in the industry. They needed to protect their brand. Bad outreach was not going to be an option. This was going to be about absolute quality and not a quantity play.
Pointer provided the solution TechGC needed. By stepping in to assist with building TechGC's partnership channel, Pointer alleviated the pressure on the existing team. We hired a dedicates resource and helped build the person and the role up. Pointer’s involvement included setting appointments, list building, and offering strategic insights into TechGC's go-to-market strategy. Additionally, TechGC had access to Pointer's consulting and advice, which accelerated their progress in developing a robust partnership program.
The collaboration with Pointer enabled TechGC to build their partnership team more efficiently and effectively than if they had managed it in-house. By leveraging Pointer's expertise, TechGC saved significant time and resources in ramping up their operations. The partnership channel continues to grow, bringing invaluable resources to the firm and their community.
Pointer was further engaged to bring on new sales staff given the success of the initial engagement.