DISTRIBUTOR-LED PARTNER CASE STUDY
How GB Tech Turned an Ingram Micro and Cisco Program Into a $28K Monthly Managed-Services Deal
GB Tech jumped into an Ingram Micro and Cisco program expecting a decent push, but ended up walking away with a game-changing win. A $28K-per-month managed-services deal, plus customer-reported six-figure hardware and labor opportunities, all tied to a single prospect.
Results at a Glance
One connected view replacing work spread across ConnectWise, HubSpot, and spreadsheets
Six figures in hardware and labor, tied to the same prospect
1
Managed-services deal worth $28K per month
Watch IT Director Ivan Burkett break down how GB Tech turned partner funding into real-world pipeline. Learn how the Ingram Micro and Cisco program, powered by GlassHive, got rid of the spreadsheet chaos and brought everything into one unified workflow that landed a $28K/month agreement and six-figure upsells.
The Challenge
Co-marketing Doubts and Disconnected Follow-Up
GB Tech had decades of experience and a solid Cisco partnership, but like many growing MSPs, they rarely expected vendors or distributors to deliver co-marketing support that actually moved the needle on big deals.
On top of that, their daily sales execution was scattered across ConnectWise, HubSpot, and disconnected spreadsheets. Without a single source of truth, tracking lead activity and driving fast follow-up felt like an uphill battle.
The Solution
Turning Co-Marketing Into Connected Sales Execution
Through the Ingram Micro and Cisco program, GB Tech unlocked a streamlined demand-generation engine backed by GlassHive. Instead of chasing leads across multiple systems, the team gained a single platform to track prospect activity, execute automated sequences, and keep deals moving forward.
With intuitive onboarding and hands-on support, GB Tech hit the ground running. When campaign leads started rolling in, the team worked them seamlessly inside one clear workflow.
How GlassHive Helped
Centralized the Partner Workflow
GlassHive unified campaign tracking, contact history, and sales sequences into one clean dashboard. Eliminating constant context-switching and keeping every opportunity crystal clear.
Made Distributor Investment Actionable
Instead of dropping static collateral into a portal, the Ingram Micro and Cisco program delivered an actionable sales engine that transformed distributor funding into active revenue pipeline.
Supported the Team After Launch
Accessible training and responsive support ensured GB Tech maintained maximum momentum as leads converted into high-value proposals.
The Results
GB Tech converted program support into a landmark win: a $28K monthly managed-services contract, accompanied by customer-reported six-figure hardware and six-figure labor opportunities connected to the exact same account.
This success proves what's possible when partner marketing is built for action. A well-executed distributor program gives partners the tools to land enterprise-grade accounts and generate lasting revenue across recurring services, hardware, and project work.
"There's no reason to change away from it because we really like it and it's proven to be successful for us."
Ivan Burkett
Director of IT
GB Tech
Why This Matters for Vendors and Distributors
Partners don't need more content sitting in a portal. They need execution engines that drive real pipeline. GB Tech's story highlights how vendors and distributors can turn partner enablement into measurable ROI when sales execution is made effortless.
The Takeaway
High-impact partner initiatives don't stop at lead handoff. They equip partners with a repeatable sales engine that keeps delivering value long after the campaign wraps up.
