Vision & Execution, Inc.
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Channel Partner Revenue Development For Network Management Software Developer

Developed and "productized" consulting services to increase channel partner revenues.

The Challenge:

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.

The Solution:

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.

The Benefits:

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.
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