Recent Successes
Le Ministère de la Justice et de la Sécurité Publique
Created an opportunity for vendors to partner with the MJSP to implement a biometric enrollment and civil document registry program. Socialized across multi-nationals, NGOs and donors to assist the MJSP in his efforts to secure funding. Articulated path to IHRC approval.
Successes Case Study Detail
Integrating New Channel Segments
A major telecommunications equipment manufacturer was preparing to launch a convergence product line and recruit a new set of channel partners. We knew that customers implementing convergence products have different support requirements from the client's "traditional" product line. This translated to vars needing new competencies and having different support requirements.
AZtech Strategies carried out an end-to-end analysis, from pre-authorization to post-sales upselling, of the points at which convergence product vars interacted with product organizations. Through in-depth interviews with customers to understand their business requirements, and dozens of vars and support managers, AZtech Strategies defined lessons the industry learned about var relationship management. We highlighted what currently worked well, what did not and where vars anticipated their business heading. This enabled us to deliver a detailed, task-oriented report which the client immediately used to set priorities, allocate resources, and to redefine its positioning for recruitment and launch activities.
Services Delivery Via Channels
A worldwide leader in networking sought to re-structure their services delivery model in order to leverage multi-channels. AZtech Strategies benchmarked the services delivery "to, through and with" channels practices of 5 leaders across several industries. We conducted extensive interviews with the industry leaders, their customers and partners. We explored the lessons they learned in the use of distribution, channel structure, services benefits, delivery of basic support and professional services, and solutions facilitation. AZtech went on to help the client structure services offers, validate them with customers and channels and develop support programs. The client now sells over $1b in services to and through channels.
Mapping Customer Needs To Channels
A worldwide telecommunications equipment manufacturer needed to re-vamp its distribution strategy to optimize its use of channels to increase customer satisfaction and maximize revenues. AZtech Strategies conducted market intelligence research to improve our client's understanding of how customers leverage channels and of the value proposition and support needs of each segment customers look to for support. Working with multiple lines of business, AZtech Strategies developed a distribution strategy and implementation plan that:
- improved customer service, support & satisfaction;
- re-designed the channel support program to differentiate partner levels according to customer support competencies
- increased marketing support without increasing budget through the creation of a unified message.
Services Delivery Via Channels
The services entity of a global telecommunications equipment manufacturer sought to utilize indirect channels to resell and/or deliver services.
Through detailed interviews customers to understand their business challenges, all segments of the client's current channel mix and channel partners of other manufacturers, AZtech Strategies identified channel competencies and gaps, the value proposition to purchase specific services, and readiness to deliver services to customers. In turn, the client developed possible offers, which AZtech Strategies tested with customers, channel partners and prospective partners to assure viability. In rolling out their offers, the client gained confidence in knowing they owould have approval and acceptance throughout the channel.
Filling Channels Competency Gaps
A leading international communications and networking manufacturer needed to understand the value proposition and business risks associated with expanding their professional services capabilities and how to address skill set gaps within the channel. The client needed to assess whether the program should be internal, delivered through channel partners, or a combination of the two. AZtech Strategies delivered insight into the impact on the customer of each option, explained the role and benefits of professional services channels, identified key players, and outlined necessary investments to expand the client's program.
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