A global networking technology leader with a complex product portfolio spanning enterprise, data center, and cloud solutions engaged Akraya to transform their go-to‑market execution. Operating across diverse markets (Americas, EMEA, APJC), the organization needed to streamline program tracking, ensure Market Development Funds (MDF) compliance, and deliver accurate, data-driven reporting to drive quarterly priorities and global revenue growth.
Challenges Faced
This section outlines the core difficulties and pain points the client was experiencing. It provides context on the hurdles that needed to be overcome before achieving the successful outcome.
Fragmented GTM Tracking Across Multiple Programs
With a vast product portfolio and rapidly evolving technologies, GTM initiatives were managed in silos.
MDF Compliance Risk & Manual Oversight
Market Development Funds required rigorous governance to ensure proper utilization. Manual assessment of partner requests created bottlenecks.
We published weekly reports on SharePoint and scheduled review calls with regional leads to identify bottlenecks, share best practices, and recalibrate priorities.
Measurable Outcomes
Operational
100% MDF compliance achieved with structured review process that eliminated non‑compliant requests and created full audit transparency.
Financial
$400M+ deals got closed across all regions with major wins coming from Fortune 500 technology leaders.
Business
Regional insights allowed leadership to double down on high-growth areas (UK, APJC) while stabilizing core markets.
Conclusion
Akraya transformed the GTM execution from fragmented, manual processes into a structured, data-driven engine. By centralizing program tracking, automating MDF compliance, and delivering real-time Power BI dashboards, we enabled the organization to achieve record regional revenue and close multiple $M+ enterprise deals.
