Case study
Rebuilding the Channel: 50+ Resellers, One Tiered Structure, +25% P&L Growth
A global satellite provider sold across four continents through a large, undifferentiated reseller base. We restructured the channel into tiers and grew the P&L by a quarter.
- Client
- Global satellite communications provider
- Industry
- Satellite communications
- Region
- APAC · Africa · CEE
- Duration
- Multiyear
- Services
- Channel & Partner Strategy · Revenue Operations
- Status
- Delivered by VeraOren leadership
50+
Resellers restructured
+25%
P&L growth in Year 1
4
Continents in one channel structure
3
Tiered partner system replacing flat reseller terms
The challenge
Every reseller worked on broadly the same terms, regardless of volume, vertical or capability. Management had no visibility over individual account profitability, top revenue contributors and dormant partners.
The context
Satcom channels lose margin when terms are flat. Strong partners subsidise weak ones, and nobody has a reason to invest. Growth comes from differentiating the channel, not from adding partners.
What VeraOren did
- 01Implemented a tiered channel structure across 50+ resellers in four regions.
- 02Rebuilt the group B2B strategy around the new tiers.
- 03Implemented tiered pricing approach, introduced volume-based discounts, tracked partner performance over time and grew revenue by 25%.
The outcome
The P&L grew 25% by focusing on top active resellers instead of reseller count.
Key learnings
01Tier the channel by capability, not by history.
02Flat terms reward the weakest partner.
03A smaller, committed top tier outsells a large passive base.
Facing a similar challenge? Let’s talk about what this structure could look like for your market.
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