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

Partners ARE the Customer Experience

Posted on 7/31/2017

When we talk about digital transformation, so much about it is about the customer experience. At a recent ASAP Tech Partner Forum, Tiffani Bova from Salesforce cited an example of how as a consumer, you might order a Starbucks, from your Tesla... Read More


Collaborating at the Speed of Digital Transformation

Posted on 7/24/2017

Recently I was invited to facilitate a roundtable/workshop at the June 7, 2017 ASAP Tech Partner Forum in Santa Clara, Calif., centered on digital transformation. We heard from many experts and pioneers in the technology space about the challenges... Read More


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