We help you maximise your returns by targeting the right opportunities with the right propositions.
We accelerate your growth by ensuring your routes-to-market model reflects the changing channel landscape.
We create and implement programmes that build partner engagement and equip your channel for success.
We deliver integrated, insight-led campaigns to engage with your audience and generate demand.
Strategy & propositions
What we can do for you
We can maximise your returns by targeting the right opportunities with the right propositions.
We help you optimise your market opportunity through our combination of insightful market analysis, deep industry expertise and extensive experience in building successful go-to-market strategies for leading technology companies. Our structured, workshop-based consulting processes are designed to ensure that your strategies and plans are based on a robust analysis of both your market environment and your own competitive strengths and weaknesses. We also ensure they have the buy-in of key stakeholders.
How we do it
Working collaboratively with your team, we’ll help you:
- Identify and prioritise your market opportunities
- Understand your target customers’ needs, drivers, attitudes and behaviours
- Build compelling propositions which reflect your key strengths and differentiators
- Develop messaging frameworks which enable you to clearly articulate your value
Our services
- Market insight
- Go-to-market strategy
- Vertical market programmes
- Proposition development
You might be interested in...
Discover how we built a compelling market story for Vodafone
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Building three-way vertical propositions for Hewlett Packard Enterprise & Scality
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Read our article on building a compelling partner proposition
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Routes to market
What we can do for you
We develop the routes-to-market that accelerate your growth.
In a technology industry experiencing transformational change – with a channel landscape that is in a state of constant flux – ensuring that you have the right routes-to-market to achieve your goals is an ongoing challenge. As customer buying behaviours evolve and new channel business models emerge, you can no longer rely on the partnerships that worked for you yesterday. You need to ensure you have the partnerships that will deliver success both today and tomorrow.
How we do it
Leveraging our deep channel knowledge, market insight and proven frameworks, we’ll help you:
- Understand the changing channel landscape and its impact on your go-to-market strategy
- Create the right routes-to-market model for successfully addressing your target segments
- Design a partner programme which reflects today’s channel needs
- Attract the right partners to accelerate your growth
Our services
- Channel insight
- Routes-to-market strategy
- Partner programme design and development
- Partner profiling and recruitment
You might be interested in...
Consider our checklist of questions for an evolving routes-to-market strategy which is fit-for-purpose
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Learn how we advised Symantec refresh their channel strategy for their Cloud business
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Ebook: All change – Discover how to build a Channel Strategy which is fit for purpose
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Channel engagement
What we can do for you
We enable you to drive results by building strong partnerships and equipping your channel with everything they need for success.
Recruiting partners is only a small part of building a successful indirect channel. Unless you can effectively engage and enable those partners, you’ll never achieve the results you’re aiming for. In a solution-oriented, services-led world, you need to do more than just tell your partners how great your product is. The traditional, linear channel model is no longer fit-for-purpose.
You need to build collaborative relationships with your partners – sharing insights, working with them to build joint value propositions and co-operating on joint go-to-market initiatives.
How we do it
Mining our extensive experience in supporting successful channel programmes, we’ll help you:
- Build joint propositions and GTM plans with your key partners
- Successfully onboard partners to shorten the time-to-revenue
- Implement effective programmes that motivate and engage partner teams
- Create complete enablement toolkits that help your partners drive results
Our services
- Joint planning and proposition development
- Onboarding processes
- Enablement toolkits
- Incentive programmes
You might be interested in...
Learn how we helped develop a series of playbooks for SALTO’s new product Clay
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Download our guide to Winning Business Through the Channel
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See how we worked with Avnet to enable their silver partners to drive increased sales of HP Converged Storage solutions.
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Demand generation
What we can do for you
We deliver integrated, insight-led campaigns that generate demand.
To deliver successful campaigns in today’s technology marketplace, you need to get a lot of things right. You need to be able to offer a distinctive point of view and valued insights, all of which should align with your proposition. You need to create content that captures the interest of a range of IT and business influencers – and then you need to sustain that interest through their buying journey. You also need to effectively integrate a broad range of marketing activities, all aligned behind a consistent set of messages. You need to enable your channel partners to execute within their own markets. And you need to enable your sales teams to develop customer conversations, then convert interest into pipeline and sales.
How we do it
By combining our strengths in campaign planning, content creation and project delivery, we can help you
- Build integrated, through-channel campaigns that deliver results
- Develop compelling content that engages your target audience
- Deliver through your channel partners with flexible support
- Reduce dependence on in-house skills and resources
Our services
- Campaign planning
- Creative concepts
- Content development
- Campaign execution (including MaaS)
You might be interested in...
Learn how we helped Becrypt to drive sales of data protection products in the commercial sector.
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See how our ‘From Thought Leadership to Revenue' guide can help you build market position
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See how we worked with BroadSoft to deliver successful through-partner marketing campaigns
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