Architecting for Growth and Transformation

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 small enterprises, transform to a platform business,  and exploit turmoil caused by competitive restructuring in their industry.

PhoenixCG Approach

Multiple silo-ed partner programs were re-architected and consolidated 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 to gain a full 360 view of the program requirements.

Client Value

Business case for program investment was presented to the Executive Board and approved.  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 plan included operating model, budget, head count and implementation plan.

“Incredible value and insight into topics ranging from requirements for participation through cutting edge enablement offerings to blue print designs of our PRM system.”