Case Study |
| Customer Description: |
| • Multi-billion dollar publicly traded company |
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| Industry: |
| • Software |
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| Business Need: |
| • Strategic work around worldwide partner segmentation and management |
| • Define methodology and criteria to prioritize partners |
| • Generate analysis to define what resource to (re)deploy against top partners |
| • Test methodology against 1/3rd of the product line in 4 countries |
| • Identify net new partner candidates in these 4 countries, who are already tracked |
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| Key Challenges: |
| • Huge amount of partner data in disparate databases |
| • Different add-hoc approaches for various countries |
| • Lack of clear measurement consistent across countries, granular at a product family level |
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| Strategies/Solution: |
| • Devise methodology |
| • Developed and tested tools to automate the process for all worldwide partners |
| • Conduct very deep data analysis using custom built data filters and data engine. |
| • Built deep analytical tools to automatically prioritize partners (including net new partners) based on variable parameters |
| • Measure business impact on new partner management approach |