Recent Projects
 
Electronics & IT
 
Channel & Business Partner Management

Client

Compaq: Major US multinational manufacturer of IT systems

Challenge

To develop and implement a European-wide strategy and program for managing distributors and other resellers for the coming years

Project

Develop routes to market strategies to 2005.  Identify channels, opportunities, strategies, competitive activity, SWOT

Tasks

Identify and analyze SWOT within channel organization and business partners, build value propositions, develop strategies and business plan

Results

Bought by Hewlett Packard

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Client

Canon: major Japanese multinational manufacturer of IT and optical systems

Challenge

To develop and implement a European / emerging markets-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 contracts, sales through distributors’ policy, pricing policies and strategies, value propositions, channel mapping, business partner models, business partner analysis, selection process and tools, evaluation process and tools.  Intensive 6-day strategic workshop with European channel management team.  Full follow-up.

Results

Fastest growing business unit

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Client

Leica: major Swiss multinational manufacturer of IT and optical systems

Challenge

To develop and implement a worldwide 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 contracts, sales through distributors’ policy, pricing policies and strategies, value propositions, channel mapping, business partner models, business partner analysis, selection process and tools, evaluation process and tools.  Intensive strategic workshops with worldwide channel management team. 

Results

Implementation

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Client

IBM: US multinational manufacturer of IT systems

Challenge

To restructure, understand, and manage its business partners on a global basis to remain competitive.

Project

Create & deliver channel university for distribution management of channels and partners worldwide 

Tasks

Assess skill level of management. Develop and deliver entire internal education program and workshops worldwide on channel and partner management, including a variety of tools, analysis, case studies and follow-on programs to implement changes to fit current and future business activities.

Programs tailored by business unit (product, account, territory, marketing, support, etc.)  Full follow-up and reinforcement.

Results

Over 2000 managers and professionals trained worldwide over 5 years

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Client

Sun Microsystems: US multinational manufacturer of IT systems

Challenge

To restructure, understand and manage its business channels and partners with worldwide consistency on a global basis to remain competitive.

Project

Build routes-to-market distributor management strategy, systems and tools;

Train channel and partner management team and large business partners on how to develop channels and business partners;

Build methodology for managing channels and partners in management workshops

Tasks

Design and develop a region wide channel and go-to-market strategy.  Develop the tools (policies, processes, procedures, guides and tools) to make it work.

Develop and deliver a complete rollout training workshops to the regions on a country and regional level for channel and partner management (vendor, distributor, and reseller levels).

Develop additional services for the channel partners. 

Full follow-up.

Results

New strategy, recognized as best practice. Multi-year project. Service products developed and delivered worldwide.  Doubling of revenue over two years in SEAME.  Ten-fold (40M+ to 400M+) increase in revenue from selected business partners over two years.

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Client

Major US multinational manufacturer of IT systems

Challenge

To restructure, understand and manage its business channels and partners with worldwide consistency on a global basis to remain competitive.

Project

Develop go-to-market strategy and channel strategies; build methodology for managing channels and partners in management workshop

Tasks

Design and develop a region-wide channel and go-to-market strategy.  Identify issues, develop methodology (tools, policies, processes, procedures, guides and tools) to make it work.

Results

New strategy implemented.

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Sales Leadership

Client

Sun Microsystems and GEICO: US multinational manufacturer of IT systems

Challenge

To train distributor and VAR sales reps world wide how to sell services - more and better

Project

Build sales training program for teaching and motivating sales and service personnel to sell services.  Identify services, develop services, how to sell to the entire customer organization the full package.

Tasks

Create corporate worldwide training program, provide initial deliveries worldwide; develop and instruct train-the trainer workshops worldwide.  Provide field data to management.  

Results

400 persons trained world wide.  Total corporate emphasis on services. 

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Client

US multinational manufacturer of IT systems

Challenge

To train direct and distributor sales reps in EMEA how to sell and manage accounts - more and better

Project

Build and deliver sales training program for all sales reps and account executives of direct and indirect operations 

Tasks

Create EMEA training program, provide initial deliveries EMEA-wide; develop and instruct train-the trainer workshops.  

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Marketing Management

Client

DEC Turkey: US multinational manufacturer of IT systems

Challenge

To train marketing managers and department how to improve marketing with sales and distribution channels – and increase their sales revenue

Project

Build and deliver marketing management workshop program with tools for sales marketing and distribution department 

Tasks

Create and deliver program

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