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| Recent Engagements |
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+ Strategy, Planning
+ Marketing Operations
+ Market Research
+ Alliance & Channel Programs
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| Alliance & Channel Programs |
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| Channel Optimization/SI Strategy: |
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Client Problem:
F100 high-tech company needed a global System Integrator (SI) Strategy.
EE Solution:
Exponential Edge® developed a multi-dimensional global SI strategy.
This strategy addressed channel optimization of reseller vs. influence
relationships for this client relative to SI’s. Incentive and enablement
requirements for SIs relative to reseller and ISVs were also defined.
This strategy included partner positioning based on strengths, global
policy, execution and program elements.
Outcome:
Prior to the study, the client didn’t view SIs as strategic to their business. Client re-directed investment and programs around SIs and it is now a strategic component of their partnering strategy. |
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| Channel Optimization and Strategic Partner Selection: |
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Client Problem:
F500 company wanted to identify strategic mid-tier System Integrators (SIs), Independent Software Vendors (ISVs) and VAR’s for partnership.
EE Solution:
Exponential Edge® worked with the client to determine the best economic/revenue
mix of routes-to-market for their products. For strategic partner selection,
criteria and weighting were identified with the client to define the optimal
partner. EE reviewed partners from its world-wide partner catalog of over
1000 partners as well also other data sources to cull, score and rank
top potential partners based on the clients products and market criteria.
A prioritized and ranked list of partners for each worldwide region was
developed.
Outcome:
Client has recruited companies for relationships that were not considered prior to the study. Revenue from relationships has increased significantly.
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| Strategic Partner Selection/Global SI Positioning: |
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Client Problem:
Major F500 company needed global SI positioning to develop partnering strategies by partner in verticals, solutions and regions.
EE Solution:
EE developed a framework and reporting mechanism to easily analyze Global SI strengths and weaknesses by region, vertical infrastructure and applications to enable identification of optimal partners with regular updates as the market changed.
Outcome:
The client utilized this study to identify and develop major strategic initiatives with Global SIs that had the most “feet on the street” to partner on their solutions for a particular market segment. Client is realizing significant traction and additional opportunities with these partners. |
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| Partner Initiative Prioritization Process: |
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Client Problem:
F500 company needed prioritization of strategic partner initiatives. Client also needed a way to inform the end-user sales force about these initiatives.
EE Solution:
EE developed a process to prioritize go-to-market initiatives and defined associated market plans. Standardized frameworks were also developed and implemented to communicate with worldwide regions and the sales force about these initiatives.
Outcome:
This framework and initiative model was used by the VP of Alliances to identify the status of initiatives. The communications model was adapted and used to communicate worldwide to the sales force and regions.
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| Partnership Training: |
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Client Problem:
Client needed to educate the end-user sales force on how to work effectively with SIs and ISVs.
EE Solution:
- EE developed and presented training at the client’s Annual Worldwide Sales Conference on partnering approaches and best practices to over 900 Sales Reps.
- EE developed consolidated partner training for the sales force with hyperlinks to all of the partnering activities across the company. This on-line resource was aligned with the selling steps adopted by the direct sales force and had key partnering activities linked in with each step of the process.
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Outcome:
Partnership training received 4.5 out of a scale of 5 (with 1 = poor and 5 = Excellent) from respondents. |
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