Telecom · Partnership Case Study
Relay Networks
Relay turns infrastructure partnerships into a pipeline of business connectivity projects.
The problem.
Connectivity vendors are often selected early in a relocation or new-site schedule, but Relay frequently discovered those projects after procurement had begun. Late awareness created rushed installations, weakened negotiating position, and caused high-value multi-location contracts to go to incumbent carriers.The Solution
FireSquid identified and introduced MSPs, structured cabling contractors, commercial relocation firms, and technology and telecom agents. Relay then developed those relationships into a one-to-many channel for new locations, relocations, network upgrades, and multi-site connectivity projects. The result is earlier access to location-level buying events—winning more multi-site deployments, improving installation planning, and expanding recurring connectivity revenue.The partnership process.
Four coordinated phases turn a growth objective into a focused one-to-many partner motion.
The fractional team
behind every partnership.
Partnership executives, marketing, operations, and technical support work as one accountable department.
01Builds the partnership strategy, opens relationships, and qualifies high-value opportunities.
Fractional Partnerships ExecutivePartner outreach & relationship development
02Researches partner behavior, develops decision-maker profiles, and builds focused lists.
Fractional Marketing ManagerResearch, profiles & partner intent
03Coordinates partner outreach, goals, qualification workflows, reporting, and continuous improvement.
Partnership Operations ManagerPartner operations & weekly reporting
04Runs domains, warming, validation, CRM automation, calling systems, and channel health.
Back Office & IT SupportInfrastructure, automation & deliverability