Scaling managed services through partners
We worked with an IT Infrastructure and Services client to build and implement a channel plan for scaling their managed
services offering through their global partner ecosystem.📖 Client Overview
A Fortune 500 technology company with the purpose to advance the way people live and work.
💰 Annual revenue: ~$27B
🎯 Project domain: Channel Sales
🌎 Geo scope: Global
🔬 Situation
The IT marketplace is shifting towards a service-led model, and our client, recognizing this trend, aimed to establish a thriving managed services partner ecosystem. To achieve this, they needed a comprehensive plan to attract and nurture partners, ultimately expanding their market reach through indirect channels.
✍🏼 Our Approach
Our approach centered on achieving full operating model alignment, going beyond just sales alignment, and encompassed the following:
Market analysis: A deep dive into market dynamics to identify opportunities and challenges.
Strategic partner positioning: Defining clear roles and value propositions for each partner type.
Collaborative workshops: Joint sessions with partners to foster alignment and build relationships.
Sales enablement: Equipping partners with the tools and knowledge for success.
Demand generation support: Providing resources to drive leads and stimulate market demand.
📈 Impact
A well-documented plan facilitated leadership alignment, secured sponsorship, and garnered investment to support this multi-year initiative.
We also established an incubation program, offering hands-on guidance to partners dedicated to collaboratively developing their managed services practice with the client.
To know more, reach out to us at curious@ontopraxis.ai