Senior meetings across the program.
A major college athletics program — sponsorships, multimedia rights, and NIL, all worked from one motion.
The outcome, up front
Decision-maker meetings across three revenue lines.
Directional figures, shown to protect client confidentiality. Named references available on a call.
The challenge
Three revenue lines, senior buyers, a lean team.
A major athletics program earns across three complex lines — corporate sponsorships, multimedia rights, and NIL — each selling to senior marketers and agencies with long cycles. NIL in particular meant building brand-new corporate relationships from scratch. The rights-and-sponsorship team was lean and closing-focused; nobody had the hours to prospect senior decision-makers at any real volume.
What we did
One disciplined motion, three revenue lines.
Reps reached out under the program's own name to corporate marketers and agencies, off a fresh weekly list built across sponsorship, rights, and NIL prospects. A person validated every meeting — right seniority, real interest — before it reached the program's sellers, and every touch was reported back each week. We ran it on our Partner Engagement System, tracked inside Bridge, our operating platform.
See the full Partner Engagement System
The outcome
Dozens of senior meetings, including new NIL relationships.
The program's team spent its time in front of corporate decision-makers across sponsorship, rights, and NIL — dozens of senior-level meetings it would not have had the hours to generate on its own, including fresh NIL-era relationships that didn't exist before. The hardest part, getting the first meeting with the right person, was handled.
What we learned
Even at the top, the bottleneck is the first meeting.
Enterprise-level sponsorship and rights don't close on a cold call — but they never start without the first conversation. A disciplined, branded motion that consistently lands senior meetings is exactly what a lean, closing-focused team can't build for itself, and it's where the leverage is.
Want results like these on your sales floor?
Book a 30-minute fit call. We'll look at your program and tell you, straight, whether we can help.