Architecting for Growth

Challenge

One of the world’s largest enterprise software company needed to gain efficiency and scale in their partnering program to grow their business to reach SMB, transform to a platform business,  and exploit turmoil caused by competitive restructuring in their category.

PhoenixCG Approach

Silo-ed programs were re-architected to take advantage of shared services and common infrastructure across 30 program elements, including IT systems, services, training, marketing, governance, etc.  Program scope included approximately 12,000 partners across all types: ISVs, VARs, SIs, large technology partners, and hosting partners.  Geographic scope was worldwide recognizing regional differences and need for localization. PhoenixCG collaborated extensively across the organization engaging in analyst interaction, stakeholder workshops, and executive briefings.

Client Value

Business case for program investment was presented to the Executive Board.  Re-architecting for shared services predicted 30% reduction in current operating costs with an increase in program efficiency and stronger delivery of partner benefits. Program was funded and in deployment.  Program plan included operating model, budget, head count and implementation plan. Client comment “incredible value and insight into topics ranging from requirements for participation through cutting edge enablement offerings to blue print designs of our PRM system.”

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Phoenix Rising Blog

Moneyball for Alliances

Posted on 2/16/2017

The key to a winning baseball season is not the amount of money spent on star talent.  If that were the case then Billy Beane, the central figure of Michael Lewis’ best selling book “Moneyball: The Art of Winning an Unfair... Read More


Strategic Partnerships - Strategic to Who?

Posted on 1/18/2017

How do you engage when your partner is strategic to you – but you are not strategic to them.  My partner thinks of me as a suppplier, or a channel, or 'fill-in-th-blank.' How do I become a strategic partner?  This is a... Read More


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