How PXC levelled up sales performance with Alate's Sales Academy

“The results have been fantastic. The Sales Academy was a concept to build up the quality and the skills of our sales team. We worked really closely with Alate over several years to invest in skills for the team: building relationships, building pipeline, trust, cross-selling products and services, really understanding what our customers want and need from us as a wholesale business, and then ensuring that actually we work tirelessly to meet those needs.”

“What we saw was really structured plans with partners. We built joint business cases for problem statements that we could solve together using existing technologies and new emerging technologies that both parties were really interested in.

Team members increased their support for each other and a culture of shared learning is evolving. They love getting together and practicing skills. It's also great for the team to feel that they've been invested in. That gives a buzz. I think constant investment in learning is good."

“ The programme needed to be slightly different for each of the teams. We look after a number of different segments in the telecoms market, whether that's global, carriers, resellers, service providers, people running their own networks. They all require different account management types and understanding. And I think the partnership with Alate was brilliant because Alate actually understood those different verticals and learned more over time with us, and that helped them tailor the training to what we were trying to do in the different areas. In fact, what we did in the second year, we carefully grouped the sales functions into purposeful groups. So that when they were talking and sharing ideas that resonated amongst the group and made sense for those kind of sales verticals that we operate in.”

“I've worked with many different training programs over the years, and sometimes, if the party that you're working with doesn't understand your business, then the teams feel that they're being sheep dipped, and each time they're being given a different sales or account management methodology.

What was different with the Sales Academy, and our partnership with Alate, is that we learned as we went along. We agreed the topics between us, we documented them, we drove the focus.

And I think that was clear to see with how engaged the sales teams were in the process and the outputs we saw."

“We've built a genuine partnership with PXC that has deepened over time. We have really got to know the business, the individuals and how they work. We aligned the program directly to PXC's commercial goals and way of working. That’s core to how we making a real impact for our clients.

As we're dedicated to the B2B tech sector and I have decades of experience here, we could quickly get to the heart of PXC's business, their market, their technology and their challenges and opportunities to be hyper-relevant to what their teams experience. In fact, we even share some clients in common!"

“From a Learning and Development perspective, what really stood out about working with Alate was the collaborative approach to designing the Sales Academy. This wasn’t about delivering a pre‐packaged programme, it was about co‐creating something that reflected PXC’s strategy, our different sales cohorts, and the real challenges our teams face day to day.

That approach made a tangible difference to the colleague experience.

Each cohort felt the programme had been designed ‘for them’, with content grounded in real partner conversations, live opportunities and practical application rather than just a load of theory. The focus on building Personal Success Paths, practising skills together and applying learning between modules meant this felt like an investment in capability, not just time away from the day job.

In my role I'm always looking to offer our colleagues initiatives that deliver both engagement and impact. Sales Academy achieved that balance. We saw strong levels of participation and completion, alongside clear behavioural shifts in how teams plan, qualify opportunities and engage with partners. Those changes translated into meaningful commercial outcomes, which is exactly what we set out to achieve when we partnered with Alate.’"