Client Experiences
Real results from real engagements. See how The Brushton Group has helped companies transform their channel strategies and accelerate growth.
Global Cloud Business Management Provider
The Challenge
Needed to transform from a direct-sales-dominant model to a channel-first organization while scaling from $175M to $400M+ ARR across U.S., EMEA, and UK markets.
Our Approach
Architected a comprehensive global channel operating model, establishing VAR, distributor, MSP, and hyperscaler partner ecosystems. Led organizational transformation across sales, marketing, product, and customer success teams. Negotiated a landmark 5-year Strategic Collaboration Agreement with AWS.
Results
Leading SMB Accounting Software Company
The Challenge
Partner incentive model for the flagship cloud product was misaligned with business objectives, resulting in partners continuing to sell legacy desktop products over the cloud offering.
Our Approach
Restructured the partner incentive model by aligning GTM strategy, pricing, and sales operations to create clear economic incentives for cloud product adoption. Designed scalable onboarding frameworks that improved partner time-to-productivity.
Results
Enterprise Technology Solutions Provider
The Challenge
Underperforming partner ecosystem with declining revenue and low partner engagement across multiple product lines.
Our Approach
Revitalized the partner ecosystem through a comprehensive redesign of the GTM strategy and partnership frameworks. Implemented new partner segmentation, performance tracking, and engagement programs.
Results
Global Technology Client
The Challenge
Required a comprehensive channel incentive and pricing program to drive distribution revenue growth across global markets.
Our Approach
Designed a $75M channel incentive and pricing program with performance-based structures aligned to strategic business objectives. Created tiered incentive models that rewarded partner investment and growth.
Results
"The Brushton Group brought a level of strategic depth and operational rigor that transformed how we think about our partner ecosystem. Their recommendations were not theoretical; they were grounded in decades of real-world experience and delivered measurable results."
Global Enterprise Software Company
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