Overview
Oracle NetSuite wanted to bring its solution to a new channel partner audience across North America.
The target accounts were known, but converting them into qualified meetings required technical understanding, consistent follow-up, and the ability to handle complex objections early in the conversation.
AD Labs supported Oracle by training digital sellers on the product, market, and buyer context — allowing the Oracle sales team to focus only on pre-qualified partner conversations.
Problem
Oracle NetSuite needed to create meetings with technically informed channel partners without placing more manual work on internal sales and pre-sales teams.
The solution included:
- Complex product conversations requiring technical understanding before a meeting was booked
- Manual outreach and follow-up taking time away from higher-value sales work
- Long sales cycles making early qualification and objection handling critical
technical sales output capacity
The opportunity was clear, but scaling technical outreach manually would have required expensive, highly trained sales capacity.
Approach
AD Labs deployed product-trained digital agents across targeted states and industries in North America.
The solution included:
- Technical AI SDR training to handle product questions, objections, and partner qualification
- State and industry-based campaigns to reach the right partner profiles through LinkedIn, email, and direct meeting outreach
- Pre-qualified meeting handoff so Oracle sales only engaged once partner interest and fit were confirmed
AD Labs managed the research, outreach, qualification, objection handling, and meeting creation before handing qualified opportunities to Oracle.
Outcome
The campaign gave Oracle NetSuite a scalable way to recruit new channel partners without increasing manual sales workload.
The results were immediate and measurable:
new channel partners
to qualified partner traction
By training digital sellers once and deploying them across campaigns, AD Labs multiplied technical sales output while allowing Oracle’s team to focus on qualified partner conversations.
Before vs After
The Difference Digital Workers Make
Manual Process
- Sales teams handled early outreach manually
- Technical objections required expensive internal time
- Follow-up depended on human capacity
- Partner qualification slowed down sales focus
Automated Workflow
- AI SDRs trained on product and market context
- Technical objections handled before handoff
- Outreach scaled by state and industry
- 30+ partners recruited in 90 days