Driving Scale in Mid-Market Commercial with a Transformative Channel Strategy
Situation:
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.
Action:
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.
Results
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.
Elite:
Our consultants are exclusively alumni of top-tier strategy firms.
On Demand:
We rapidly identify and place consultants with the capabilities and industry expertise needed to make a rapid impact.
Fractional:
Sprint, fractional or interim — our non-traditional staffing models can flex to as much or as little help as you need.
Practical:
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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