As an industry leader, our client had succeeded in developing the most successful data platform in the market. But with fierce competition from other technology vendors, they needed strategies that would enable them to stay on top.

The goal was lofty – make data-driven decisions about which partners, programs and activities to invest in to drive top line growth.

Together we identified the most plaguing questions the business faced when thinking about their partners. "Where do partners matter most?" "How do they impact new sales and affect license renewals?" "With which partners should we go to market with in specific geographies and industries to gain the highest ROI?"

We looked to the data to give insights for innovations – and it did. The strategic recommendations we were able to identify included a new partner segmentation model, concepts for re-designing business processes, better alignment with partner value propositions, and new data capture and visualization tools to help others quickly identify where to invest time and resources to build stronger partner relationships.

As it so happens, the story that the data told deeply challenged the status quo within our client’s organization. Our findings will continue to be used to develop partner strategies over the next five years. We salute you, brave entrepreneur – the innovation battle will be won by soldiers like you.