The New Trail: Enhancing Your Go to Market with High-Margin Solutions

Peak Trails Consulting acts as a force multiplier for your sales team.

We offer:

Opportunity Scoping: We work with your reps to identify and qualify complex AI deals within your existing base.

Filling the Google Gap: We find the "hidden" GCP spend that Google’s local teams and regional SI's are too stretched to pursue.

Scale Without Overhead: We utilize a vetted network of SI's to deliver projects under your company as the prime contractor.

Sales Education: We empower your team to lead with AI, turning standard accounts into high-margin AI cloud wins.

Ensure Execution: Our program management service ensures technical success and contractual compliance.

For businesses with experience navigating the complexities of technology implementation, shifting from a product-centric model (VARs and Resellers) to a solution-based approach is the most effective way to protect your margins and meet the growing demands of your clients. By partnering with Peak Trails, you can transform your outbound sales team into a strategic force capable of delivering full Google Cloud Platform (GCP) and AI solutions.

1. Opportunity Scoping: Beyond the Product Catalog

While your sales teams likely have deep, long-standing relationships within their "patch," they often lack the specialized solution-selling skills required to identify custom Cloud and AI opportunities. Peak Trails works alongside your reps to lead discovery sessions, helping them distinguish between a simple product need and a complex solution requirement. This process uncovers high-value projects that meet both internal staff requirements and citizen-centric demands, which clients often struggle to execute on their own.

2. Filling the Google Gap: Capturing "Hidden" Spend

In the current market, many VARs default to AWS or Azure as the "easy button," leaving a significant gap in the GCP ecosystem. Google’s internal sales teams are often too stretched to source every potential deal, and their regional channels are frequently not leading with GCP. Peak Trails helps you identify this "hidden" spend, specifically focusing on non-RFP deals in the public sector where your team’s local connections can be leveraged to win business that larger competitors overlook.

3. Scale Without Overhead: Maintaining Your "Prime" Status

One of the greatest risks to a business owner is the overhead of building and managing an internal services team. Our model allows you to offer full-scale delivery without the headcount. We utilize a vetted ecosystem of dependable System Integrators (SIs) and technology partners to fulfill the work under your "paper". You remain the prime contractor, leveraging your existing contracts and adding your margin, while we manage the delivery back-end to ensure performance.

4. Sales Education: Empowering Your Team to Lead with AI

Most outbound reps are comfortable selling network gear or COTS software, but leading with AI requires a different methodology. We provide the sales strategy and education necessary to turn your standard product-focused accounts into high-margin AI wins. By defining clear use cases and providing a structured solution-selling framework, we give your team the confidence to move from selling "components" to selling "outcomes".

5. Ensure Execution: The Strategic Roadmap to Success

In the public sector (SLED), digital transformation is a multi-year "hike" that can take 5 to 10 years to reach full impact due to legacy system complexities and fixed budget cycles. Peak Trails acts as your program manager to protect your reputation and ensure contractual compliance. We support your business by:

• Developing Roadmaps: Mapping current legacy infrastructure against a future-state vision that includes cloud and AI adoption.

• Managing Risks: Mitigating the challenges of multi-year budgeting and the risks associated with replacing mission-critical legacy systems.

• Governance & Oversight: Providing the structure for budgeting, solution acceptance, and resource management so your projects stay on track and your clients see measurable results

6. Execution & Delivery (VAR as Prime)

• Action: You remain the prime contractor, subcontracting the service partners to deliver under your existing paper and contracts.

• Management: Peak Trails provides program management to ensure technical success, budget adherence, and contractual compliance.

7. Outcome: High-Margin "Whole Solution"

• Result: Delivery of a full GCP AI solution that meets citizen-centric demands and secures long-term client trust