Client Deliverables
What our clients say

Akamai
Akamai: This $625M global service provider for accelerating content and business processes online, Akamai sought expertise to gain internal alignment about and build upon its channels strategy to grow revenue and reach new markets for a new product line.
Deliverables: A comprehensive indirect channels strategy, including whole product analysis, technology life cycle assessment and partner segment identification (software, consultants, hosting and integrator segments).
Dataupia
Dataupia: Venture-backed data warehouse required marketing capacity to help it launch its flagship Satori product and partner program.
Deliverables: company, product positioning, brand elements and story, role-based messaging, partner strategy and program.

Factiva
Factiva: (acquired by Dow Jones) $280M business news and information content provider wanted to accelerate growth through indirect partners.
Deliverables: Facilitation of a Discovery working session to qualify the feasibility of Factiva expansion through business partners.
Hewlett Packard
Hewlett Packard: (formerly Digital Compaq) This global computer hardware provider desired to grow its software revenue in a cost-effective manner.
Deliverables: Competitive analysis, recommendations on partner strategy, including pricing and margin requirements.

IBM
IBM: This $88B worldwide provider of information technologies wanted to drive additional revenue through software channels.
Deliverable: Primary research of ISVs and recommendations for working with each segment more effectively
Invisible Hand
Invisible Hand: Emerging Internet software provider enabling IP bandwidth to be dynamically priced and allocated desired help in articulating its value proposition and prioritizing market opportunities.
Deliverables: Executive audit and planning sessions to qualify company vision, direction and ultimate plan
Iron Mountain
Iron Mountain: Delivers storage and information management solutions to companies worldwide and wanted to grow its business through software developer and ISV partners. Subsequently, Iron Mountain wanted to enhance its approach to gaining and leveraging customer references.
Deliverable: Primary research to help determine software developer and ISV strategy and program. Also, benchmarked peer companies to support recommendations for Iron Mountain to fortify its customer reference program.
Kronos
Kronos: A $575M provider of factory and labor collection systems wanted to understand the market viability for a new Internet device and develop a channel strategy for it.
Deliverables: End user market analysis, partner services gap analysis, prospective partner profiles and opportunity recommendations.
Lotus
Lotus: (now a division of IBM) Developer of software enterprise applications and services wanted to qualify and package its partners’ perception of Lotus’ business proposition.
Deliverable: An on-line survey of partners in three languages across ten countries. Results tabulated, packaged and identified compelling benefits of partnering with Lotus.
Microsoft
Microsoft: $44B worldwide software developer wanted to deliver a field-based approach to partner development for its Medium Enterprise group.
Deliverable: Working session facilitation for cross-functional team leaders and plan recommendations.
Motorola Solutions
Motorola Solutions: Provides business- and mission-critical mobile communication products and services to enterprises and governments. When Motorola acquired Symbol, respective businesses were integrated, which included the need to reconcile their channel partner programs.
Deliverable: Designed and developed the Global PartnerEmpower Program to serve breadth of Motorola Solution businesses, as well as helped the North American channel marketing organization with myriad other partner communication requirements.
Navisite
Navisite: Provider of infrastructure and application hosting services desired to broaden its reach to the lower end of the market through indirect channels.
Deliverable: Competitive analysis, prospective partner research, channel strategy and program recommendations.
NMS Communications
NMS Communications: (acquired by Dialogic) In two separate engagements, this $100M provider of telecom network hardware wanted to expand its reach through new channels.
Deliverables: competitive research and benchmarking, distribution strategy and marketing plan.
PistolStar
PistolStar: Delivers enterprise-ready authentication software. Due to a significant market shift for its flagship product, PistolStar re-engineered its software for a new market, requiring a go-to-market strategy and plan.
Deliverables: Foundational business plan framework for the new product, market research to identify compelling value proposition(s), (including SEO work to feed into new web site), and high level marketing strategy and plan to drive direction.
Polycom
Polycom: (formerly PictureTel) Designer and builder of videoconferencing technologies desired to broaden its reach to new markets through indirect channels.
Deliverables: Primary research to qualify and profile high yield partners, channels strategy and program recommendations.
Progress
Progress: This $450M global developer of software development and deployment tools wanted to qualify and refine its customer and partner value propositions.
Deliverables: an audit of global, senior stakeholders (Progress and business partner) to assess views on the company’s current direction and positioning, facilitation of value proposition workshops and a comprehensive document that outlined new positioning and supporting messages.
Scansource
Scansource: This leading $2B distributor of specialized technology products sought to investigate new market opportunities to grow revenue.
Deliverables: Communications Market Segmentation and Sizing Analysis and Reseller/Technology Provider Benchmarking.
SmartTime
SmartTime: (acquired by Kronos) Venture-backed workforce management software provider wanted to increase sales capacity and reach, services capacity and customer satisfaction, and build a sustainable indirect channels strategy to be implemented along with its new product release.
Deliverables: Qualitative customer and partner, competitive research, benchmarking, recommendations for SmartTime’s move-forward channel strategy and business partner segments (including software, BPOs and systems integrators)
Stratix Corporation
Stratix Corporation: This $100M enterprise mobility solution provider needed an outside-looking-in perspective to help the executive team explore, prioritize and commit to long-term strategic plan initiatives.
Deliverable: Qualitative executive interviews, facilitation of two-day offsite strategic planning session, prioritized outcomes from session.
Symbol
Symbol: (acquired by Motorola) This $1B global provider of mobile data management systems and services wanted to build upon its channel strategy and attract a broader base of solution providers.
Deliverable: Award-winning Global PartnerSelect partner strategy and program
Verizon Wireless
Verizon Wireless: $38B global provider of wireless voice and data services and products wanted to reach new customers through indirect partners, respond to competitor’s foray into indirect channels with a compelling offering, and develop a sustainable indirect partner program.
Deliverables: Qualitative partner benchmarking to determine partner requirements and partner segments, competitive analyses, and a compelling and sustainable partner program framework to be implemented in phases over next 12 months (to include VADs, OEMs and solution providers).