Channel Partner Revenue Development For Network Management Software Developer
Developed and "productized" consulting services to increase channel partner revenues.
This leading developer of network management software for e-business infrastructure
was not attracting its ideal channel partners because it did not have an
effective channel partner program in place.
The company wanted to enhance the channel partner program to increase revenues from this distribution channel.
Vision & Execution conducted research with employees and channel partners to determine issues
that were impeding channel partner revenues.
Based on the results of that research, the consulting team defined and "productized"
a set of consulting service offerings.
Because the product was designed to be effortless to implement, a careful approach
was required to develop demand for consulting services that did not lessen
the "easy implementation" message, but advanced the concept of optimal configuration through consulting services.
The Vision & Execution team developed sales tools, including datasheets, sales presentations,
and a Design and Configuration template to help expedite channel partners' integration
of new services into their current businesses.
Additionally, Vision & Execution benchmarked top sales organizations,
identifying best practices for channel partner programs.
Comprehensive consulting service programs eased sales problems, especially for the smaller channel partners.
New, larger scale consulting opportunities were identified, increasing interest
from more sophisticated Systems Integrators.