| Project |
Testimonial |
Partner Health Diagnostic directed toward both the operational alliance teams and executive sponsors of this network equipment manufacturer's largest strategic alliances.
Project delivered insight into the health and function of each individual alliance and revealed systemic issues that impacted the entire alliance portfolio. Findings were delivered in joint action planning sessions that led to transformational change, competitive advantage and greater revenue production.
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"The Partner Health Survey got us to concrete results. The joint view of what's going well, what's not and comparison of gaps was very important to understanding the health of the relationship. I don't think we have another vehicle to get this. We were able to uncover issues that we otherwise wouldn't have been able to discover without the comparison of the two different perspectives. This process had a material impact and we incorporated many of the recommendations in our fiscal year plan."
Global Alliance Manager
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Comprehensive Partner Strategy and Implementation Plan for a Supply Chain Logistics Company providing a hosted service for global trade compliance. Recommendations in value chain positioning, routes to market, key influence partners, program composition, business ROI modeling, and staffing requirements.
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"Phoenix Consulting more than met expectations in delivering a comprehensive partner alliance strategy and execution plan for the company to capitalize on its foothold and broaden its penetration in the global trade management space."
Linda Ciabatoni, Chief Marketing Officer
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Repositioned business strategy of a large enterprise software company to embrace a partnering model. Announced 23 new strategic alliances as proof points to the company's dedication to a partnering model: Accenture, KPMG, PWC, Ariba, Loudcloud, Atos/Origin, Sema, Documentum, Vignette, PeopleSoft, Broadvision.
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"This is the first time I have heard such a well-articulated story regarding partnerships. It is precise and shows a well-defined picture."
Gartner |
Launched the acclaimed Star Partner Program to consolidate all partner relationships into a single, manageable, scaleable, world-wide program, leveraging 70% of company's revenue of $1 billion. Defined and deployed operational systems and infrastructure to support over 2000 partners and an acquisition rate of over 100 new partners a month.
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"From the perspective of targeting a specific partner value proposition, this announcement is a textbook example of how to appeal to the specific interest of partners..."
IDC
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Architected hybrid channel model, business policies, and distribution strategies leveraging $295M volume through integrator channels to penetrate new market segments, reduce cost of sales, and prevent margin erosion in the company's most profitable channel.
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"I just received the package you developed announcing and explaining the program. This is the first time in my tenure at Sun that I have seen such a thorough and directly informative package about a program change. You did a great job!"
Garry Grimes, Area V.P. |
