Sales and backend partnership for Du authorized distributors
The Situation
The sales role at MEIS moved from execution into Key Account Manager inside a year. Performance was the only measurement. The progression happened because the partnership ran end to end across the Du portfolio at a single distributor. Sales hit numbers and backend ran clean because the same team owned both.
Telecom distribution is two operations sitting in one company. The customer facing side chases leads, runs campaigns, activates SIMs, sells internet, moves devices. The backend side runs CRM, tracks commissions, manages pipeline, reconciles partner data. Most distributors are strong at one. Weak at the other. The weak side bleeds revenue.
Du's authorized distributors needed a partner who could execute both. Not an outsourced agency stitched to a CRM consultant. One partner. Sales execution that fed the backend. Backend that empowered the sales. We took it on at two distributors operating in the Du channel: MEIS Information Technology and ipayforall.
What We Built
Outreach engine that fed the channel. We built and ran the prospect to lead motion across the Du portfolio. SIM activation pipelines. Internet upgrade pipelines. Device sales pipelines. Each one fed daily, not weekly.
CRM operations stack. We didn't just deploy CRM. We ran it. Daily pipeline hygiene. Lead routing. Deal stage discipline. Activity tracking. The CRM became the actual operating system of the channel, not the system somebody updated when they remembered.
Continuous pipeline build from cold to closed. Not a one off campaign that ran for a month and stopped. A motion that never stopped. Cold outreach, warm follow up, demos, activation, retention. The pipeline filled itself because the engine kept running.
Campaign execution across the Du portfolio. SIM acquisition campaigns. Internet upgrade campaigns. Device bundling campaigns. Each one tied to commission outcomes, not vanity metrics.
Commission reconciliation and partner data flow. Sales fed CRM. CRM fed commission. The cycle closed on schedule. No spreadsheets passed around at month end. No surprises in the payout file.
Promotion track came with performance. The sales role at MEIS moved into Key Account Manager based on what the partnership produced, not a calendar based promotion cycle. Performance was the measurement.
The Results
What Made This Work
Sales and backend split across two vendors creates a seam where revenue leaks. One partner closes the seam.
The CRM nobody uses costs you more than the CRM that doesn't exist. Operations beats deployment every time.
Continuous pipeline beats episodic campaigns. The pipeline that fills itself is the one you can actually trust.
What We'd Do Differently
Channel partner work means you live inside someone else's commission structure and operational rhythm. The first three months were calibration. We had to learn the actual cadence of how Du products move through the channel and where the friction lived. Some early campaigns underperformed because we hadn't yet matched the pacing of the partner organization. Once the rhythm clicked, the pipeline stayed full and the commission cycle closed clean every month.
Client details anonymized under NDA. Detailed case studies with metrics available on request.
Ready for results like these?
Tell us what's costing you money. We'll show you what we'd build to fix it.
More Case Studies
Engineering grade proposal for a European multinational cement subsidiary
Buzetti Group's UAE cement subsidiary needed proposal work that an enterprise procurement team actually evaluates. We visited the plant, studied the operator workflow, built a working simulation before asking for commitment, and shipped the kind of engineering grade case that European multinationals expect before they sign.
4.2x
Working sim
Dry run
Built the AI Bots and IVR Backbone Before The Big Players Even Started Thinking About It
MASTERMIND Electronics ran at ₹10 Crore annual revenue in 2022 and 2023 on a single technology architecture across 13+ years and two business eras. Bots handled millions of messages. IVR attended 78,000+ calls in 2022. Both shipped before the market had heard of them. Multi channel order capture, lead routing, all India delivery, internal communication, B2B onboarding. Zero platform rebuilds across a full physical to digital pivot.
Millions
78K+
₹10 Cr/yr
Plant floor assessment that built the case from operator workflow up
Gulf Cements is where the actual cement plant operations happen. The local lens on a multinational engagement: site assessment, operator workflow documentation, simulation built against the actual plant context. No interpretation from a brief. Direct observation from the plant floor.
On site
Operator workflow
Simulation
↳ Other operators we worked alongside on this engagement
- NERDSEY — campaign creative + portfolio positioning see their case ↗
- OSFORBIZ — CRM + commissions + compliance backbone see their case ↗
- DUBAI TECH GUY — local Du product sales channel see their case ↗
Cross-operator engagements happen when a client's scope spans more than one specialty. Each operator delivers their own scope independently.