Business Need: Sales process optimization, reseller engagement, marketing strategy alignment .

About Infinigate 

• Infinigate is a leading Value-Added Distributor (VAD) specializing in IT security and secure cloud solutions, serving vendors and resellers in the IT market. Despite a strong market position, they faced operational inefficiencies that hindered their growth and reseller relationships. 

• Infinigate needed expert consultation to streamline sales processes, improve operational efficiency, and enhance reseller engagement to remain competitive in the fast-growing IT security market. 

• The company also faced challenges with limited automation, manual workflows, and a lack of effective performance tracking, impacting sales and reseller performance measurement. 

Business Challenges 

• Manual workflows: Infinigate’s sales and operational processes were highly manual, leading to inefficiencies and slowdowns in critical tasks such as reseller onboarding and sales tracking. 

• Reseller engagement: There was insufficient focus on developing reseller-centric strategies, with inadequate segmentation and limited targeted communication, resulting in reduced reseller loyalty and engagement. 

• Ineffective KPI tracking: The lack of clear KPIs and performance tracking tools made it difficult for Infinigate to assess and optimize their marketing and sales efforts. 

• CRM integration: The CRM system lacked effective integration with other business systems, leading to fragmented data and inefficient processes that hindered effective reseller management. 

SELISE’s approach 

• Phase 1 of gearshift project: Conducted a comprehensive review of Infinigate’s existing processes, identifying operational inefficiencies and focusing on optimizing reseller acquisition and retention. 

• Data collection & analysis: Through workshops and interviews with stakeholders, SELISE gathered insights to understand the business’s challenges and pain points, while benchmarking against industry best practices. 

• Quick wins identification: Identified and implemented quick wins, such as automating incoming call management and updating sales dashboards, which led to immediate improvements in workflow and decision-making. 

• Reseller-focused strategy: Collaborated with Infinigate to develop reseller-centric marketing strategies, utilizing data-driven insights to better meet reseller needs and enhance engagement. 

• Segmentation & marketing alignment: Assisted in segmenting Infinigate’s reseller base and realigning marketing efforts to create personalized engagement strategies, ensuring that marketing campaigns were more effective and aligned with reseller needs. 

Benefits achieved 

• Streamlined operations: The automation of sales processes and system integration reduced manual work, improved operational efficiency, and allowed for more effective sales and reseller management. 

• Enhanced reseller engagement: By focusing on reseller needs and segmentation, Infinigate saw increased reseller loyalty and improved engagement, strengthening its position in the market. 

• Improved sales tracking: The updated sales dashboards and performance metrics provided clearer visibility into sales performance, allowing Infinigate to track progress and make informed decisions. 

• Aligned marketing strategy: Infinigate’s marketing efforts became more focused and targeted, driving better results from reseller engagement and enhancing overall sales performance.