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