Services: Partner & Alliance Strategy, Partner Marketing, Go-To-Market Expansion, Sales Enablement, Industry Use Case Development
Challenge
Birst BI, a leader in AI-infused, democratized analytics, was preparing for acquisition while operating with a limited global partner ecosystem. The company needed to rapidly scale alliances, generate pipeline through partners, and formalize industry-specific go-to-market strategies—while maintaining momentum during a critical acquisition phase.
Results
The partner ecosystem became a primary growth channel, driving both revenue and market expansion during and after acquisition.
Solution
Svetlana led the expansion of Birst’s partner and alliance ecosystem across the Americas, guiding the organization through its acquisition by Infor. Her work focused on transforming partnerships into a repeatable revenue and demand engine.
She scaled the partner network from 5 to 234 partners, designing alliance frameworks, verticalized use cases, and comprehensive enablement programs. A core focus was partner marketing and partner-led sales—including the strategy, production, and execution of co-branded marketing campaigns, regional partner summits, and sales events across North and Latin America.
Svetlana led both digital and IRL partner marketing initiatives, activating partners through in-market events, roadshows, and executive briefings that directly generated qualified leads, strengthened sales pipelines, and deepened partner commitment.
Quick Stats
Expanded partner network from 5 to 234 partners across the Americas
Generated $9M+ USD in annual partner-driven revenue
Produced partner marketing and sales events across North & Latin America, generating qualified IRL leads
Enabled vertical-specific analytics use cases through partner GTM motions
Supported acquisition integration and post-merger GTM alignment
