US multinational manufacturer of application software
Challenge
To develop and implement an EMEA wide program for managing distributors and distributors partners
Project
Provide training for distributor and reseller managers on general techniques for channel and partner management
Tasks
Standardize and implement corporate program on policies and procedures for managing distributors. Included case studies, pricing policies and strategies, value propositions, channel mapping, selection process and tools, evaluation process and tools. Workshops with account managers in countries.
Oracle:
US multinational manufacturer of business software
Challenge
To develop and implement an EMEA-wide program for managing channels and business partners (SIs, ISVs, SPs, etc.)
Project
Build distributor management systems and tools
Introduce and build methodology for managing channels and partners. Build job profiles, skills assessments, channel, partner and territory management policies and procedures
Train management on same for implementation
Tasks
Create, standardize and implement corporate program on policies and procedures for managing business partners. Included: job descriptions, skill assessments, pricing policies and strategies, value propositions, channel and partner mapping, selection process and tools, relationship management, evaluation process and tools. Workshops with management, account managers and key members of distributors’ staff throughout EMEA to ensure implementation.
Build distributor management systems and tools 
