Driving Scale in Mid-Market Commercial with a Transformative Channel Strategy
The leader of a $5B business unit hypothesized the partner channel offered a $500M+ incremental revenue expansion opportunity into the mid-market segment. However, the most current channel model was dated and based on a legacy business model that forced channel partners to directly compete with the company on price.
Keenan Reid Strategies worked side-by-side with the leader to develop a North Star vision for the future of the partner channel.
As a part of this work, we:
- Assessed the landscape and impact of current channel programs and products.
- Identified sources of competitive friction in customer experiences, pricing, and offer structures.
- Developed a transformative approach to support and leverage the partner channel that included modernized monetization, products, business support, and incentives.
- Worked over the course of one year to drive senior-level alignment across the company, securing investment and excitement.
As a result, our client received C-level prioritization to initiate a three-year transformation of the partner business. In Year One: – New revenue programs generated >$200M in incremental sales. – Pilot channel programs have saved >30% in cost to serve.
Why Keenan Reid?
Keenan Reid gives you rapid access to top indie management consultants ready to solve your most critical business challenges.
Our consultants are exclusively alumni of top-tier strategy firms.
We rapidly identify and place consultants with the capabilities and industry expertise needed to make a rapid impact.
Sprint, fractional or interim — our non-traditional staffing models can flex to as much or as little help as you need.
Our consultants bring a minimum of 15 years of professional experience – meaning they’ve been there, done that, and are not using your project as a training exercise.
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