Client

Ascom: major Swiss/German multinational manufacturer of telecommunications systems 

Challenge

To develop and implement a HQ program for managing distributors

Project

Build distributor management systems and tools; introduce and build methodology for managing channels and partners in management workshop

Tasks

Create and implement corporate management program on policies and procedures for managing distributors. Included creation of contracts, sales through distributors’ policy, pricing policies and strategies, selection process and tools, evaluation process and tools.  Workshop with EMEA management.

Results

Implementation of policies and procedures

Client

Ericsson: major Swedish multinational manufacturer of telecommunications systems 

Challenge

To develop and implement a HQ program for managing distributors

Project

Build distributor management systems and tools; introduce and build methodology for managing channels and partners in management workshop

Tasks

Create and implement corporate management program on policies and procedures for managing distributors. Included creation of contracts, sales through distributors’ policy, pricing policies and strategies, value propositions, selection process and tools, evaluation process and tools.  Workshop with EMEA management.

Results

Reduced legal exposure, standardized distributor policies, field implementation

Client

Global One: multinational (F, D, US) telecommunications service provider 

Challenge

Need to develop and implement a European wide program for managing distributors and other resellers

Project

Build distributor management systems and tools; introduce and build methodology for managing channels and partners in management workshop

Tasks

Create and implement corporate management program on policies and procedures for managing distributors. Included sales through distributors’ policy, pricing policies and strategies, value propositions, business partner analysis, selection process and tools, evaluation process and tools.  Workshop with European channel management and selected business partners.

Client

Major US multinational manufacturer of telecommunications systems 

Challenge

To develop and implement an EMEA program for managing distributors

Project

Build distributor management systems and tools; introduce and build methodology for managing channels and partners in management workshop

Tasks

Create and implement corporate management program on policies and procedures for managing distributors. Included case studies, sales through distributors’ policy, pricing policies and strategies, selection process and tools, evaluation process and tools.  Workshop with EMEA channel management.

Client

Batelco: UK multinational manufacturer of telecommunication systems and services

Challenge

Need to train account managers in Gulf States ( Kuwait, Bahrain, Saudi Arabia, etc.) how to manage key accounts – and increase their sales revenue

Project

Build and deliver key account management tools and sales training program for all account executives of direct and indirect operations 

Tasks

Create and deliver training program Gulf-wide

Client

Netas: major Turkish manufacturer and supplier telecommunications systems

Challenge

To train senior account executives for large complex systems sales in how to manage the entire process from the pre-bid stage through proposal and final contract

Project

Build and deliver key account management systems and sales training program for senior account executives: Capturing orders: from proposal to agreement

Tasks

Create and deliver training program in Turkey 

Client

MobiNil: Egyptian supplier of telecommunication services 

Challenge

To train managers in professional business writing skills (report writing, emails, memos, presentations, client correspondence, bids and response to bids, etc.) to be clear, concise, complete, correct, and concrete

Project

Build and deliver professional business writing workshops for administration and middle management

Tasks

Create and deliver a series of workshops, with reference guide