The client developed a global channel program aimed at generating $300M in incremental revenue, but compliance issues halted its launch, jeopardizing revenue targets. Keenan Reid Strategies intervened by appointing an executive revenue leader who identified compliance concerns and implemented necessary changes. Within 90 days, the program was restructured and relaunched, successfully restoring revenue momentum and achieving over $150M in revenue within a year while adhering to market launch schedules.
Situation
The client developed a global channel program to expand product penetration in global markets where direct sales were prohibited by government regulation. The client team estimated the program offered $300M in incremental revenue.
However, compliance issues forced the program to pause post-launch, placing revenue targets at risk. The team struggled to identify an effective path forward and address concerns from multiple stakeholders, compliance, and regional sales. They needed leadership to root cause the source of problems, solve them, develop the roadmap forward, and rebuild internal support.
Action
Keenan Reid Strategies brought in an executive-level revenue leader to assess the program architecture and identify program gaps. This resulted in restructuring and relaunching in just one quarter.
As a part of this work, the consultant:
- Identified source of compliance concerns, which was rectified by a template and process change.
- Increased revenue acceleration through scalable onboarding programs.
- Standardized common escalations and issues through root cause analysis.
- Developed key metrics and a program scorecard.
- Capabilities and roadmap that drove the program from pilot to scale.
Results
As a result, the program was restructured and approved for relaunch within 90 days. The revenue trajectory was restored, and the client met the end-of-year business goals.
More importantly, scalable improvements were approved and the market-by-market launch plans proceeded on schedule. A year following relaunch, the program had delivered more than $150M in revenue.