Accelerating MuleSoft Growth & Enterprise Positioning
Clients Speak
A data engineering-focused System Integrator engaged CelerityHat to scale its Databricks partnership and build a strong enterprise-focused pipeline.
The Challenge
Limited traction despite successful Databricks projects
Difficulty strengthening partnership engagement
Legacy DW market declining—urgent need to pivot
No joint account pipeline and limited partner credits
The Solution
- Identified key IPs, accelerators, and differentiators
- Built migration GTM narrative (Informatica, Oracle SQL → Databricks)
- Conducted Partner Spotlight sessions with sales & technical leaders
- Drove account alignment and structured sales cadence
- Launched joint demand generation campaigns (webinars, BDR outreach) targeting 85 accounts
The Results
- Became Partner of Choice in one vertical for legacy EDW migration
- Built joint account pipeline from 0 to 5 accounts
- Increased ACV pipeline from $0 (June 2024) to $300K+ (Sept 2024)
- Expanded engagement across existing and new logo accounts
- Established recurring engagement with AEs & Sales Directors
About the Customer
A US-headquartered Databricks System Integrator with 25+ years of expertise in Data Engineering and Data Warehousing, supported by 500+ professionals across the US, Singapore, and India.