13 Additional Benefits Cost savings due to Google providing marketing funds. Google provides the interviewees’ B2B organizations with partner marketing funds (PMFs) to support Pixel sales. Interviewees were pleased with this financial support to drive B2B revenue. Carriers’ salespeople time savings. Google provides more seed devices than is typical, as well as solution consulting and technical validation. Both actions reduce the amount of time that carriers’ salespeople need to spend toward closing a deal. Improved training and more seed Pixel devices for carriers’ salespeople. Google provides more effective Pixel device training and more Pixel devices to the carriers’ sales organizations, so they have hands-on experience. Shortened sales cycle due to seed device availability. Interviewees spoke of closing deals sooner due to Google providing prospective customers seed devices sooner or in greater quantity than other original equipment manufacturers (OEMs). Seed devices can be shared by multiple departments or locations over a much shorter time period. Pixel devices available to fill orders. Supply chain issues have affected smartphone availability across the market. Per interviewees, Google has been effective at ensuring product availability. Expanded Pixel partnership within corporate and sales leadership. Interviewees shared an initial concern that an increasing interest in expanding Pixel sales would be slowed by past tendencies toward other OEMs’ devices within their own organizations, but they found that resistance or habits are not interfering. Pixel business differentiators and sales regions’ best practice sharing driving Pixel sales. Interviewees noted that Pixel enthusiasm is spreading and that sales organizations are sharing best practices with one another on how to sell Pixel devices to drive more sales.
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