|
“ Only 1 percent of negotiated alliances meet their sponsors’ expectations. ”
- Accenture, The Point, Volume 2
A number of forward-thinking companies are proactively addressing the shifting business environment by improving various aspects of their channel management capabilities. Very few business partnerships deliver the value they were intended to. Companies are struggling to gain more mindshare than their competitors with partners to achieve their revenue goals and grow their business. With PowerSkills help, new channel capabilities have made interactions with partners more effective and efficient - and in the process, have generated strong business benefits. PowerSkills Solutions will help your organization develop and execute a winning strategy utilizing best practices in strategic relationship management combined with best practices in partner and channel management. Our solution will help you identify the best possible partners and target critical areas for development with a proven approach to executing an effective partner and channel strategy.
Client Case Study
Client:
Our client is a venture-backed technology firm in the data storage market, which had recently brought on board a new CEO.
Issues:
Despite significant investments, the company was not meeting sales revenue goals and there was risk that the company might not survive. , Despite having a proven technology, an identified need, and a strong ROI, the company lacked a client centric culture, which the new CEO was tasked with creating. With limited cash flow, there was little they could do to invest in sales and marketing. Furthermore, there were very few strategic partnerships or channels in place and the partnerships that did exist were not delivering results.
Solution:
Working with the executive team, PowerSkills developed a strategy for implementing an effective partnership and channel program to accelerate growth. Using our PowerMapping® process, PowerSkills mapped out the ecosystem of the organization and identified the strongest and most critical relationships, allowing them to place a laser-like focus on these. PowerSkills then helped model the best practices of top performers to help increase effectiveness and reduce costs. Next, we delivered the PowerSkills Relationship Management program to their executives, sales, and business development teams, targeting areas such as training customer facing teams to have more strategic conversations with senior executives and provide value in every interaction.
The Results :
Channel and partner development greatly improved and the organization was able to create strategic relationships, which delivered value almost immediately. Revenues started to grow, and have continued year over year. Due to these improvements, the company became a very attractive strategic acquisition candidate and was acquired by a Fortune 1000 records management organization.
|
