|
Alliances Plus
Consulting delivers immediate value to our clients with powerful
plans, profitable go-to-market programs and effective management of
partners and channels. Quickly and effectively, we do
what it takes to generate measurable, high-impact results for
each client. These strengths are demonstrated through the
breadth of industries and verticals our professionals have served
for over twenty years.
Take a look at the
following successes to see the results our clients have
received as a result of working with Alliances Plus
Consulting:
- Challenge: New marketing initiative
introduced by client with limited focused activities or
results with strategic partners.
- Results: Developed FY’04 program
plan and overviews for Hewlett-Packard Services Adaptive
Enterprise strategic partner program to focus and accelerate
alignment, development and marketing activities between HP and its
top partners next year. Plan currently being
implemented.
- Challenge: Company's
product is lacking key functionality its competitors
offer and decides to partner with another company to gain
access to technology that will allow them to regain its
competitive advantage.
- Results: Execution of reseller and
OEM agreements as interim alliance manager, program
management and marketing programs with Hewlett-Packard strategic
telecommunications partner to address new market segment and
increase division revenues by $2M in
2003.
- Challenge: New
dental product with breakthrough technology has been
introduced with limited interest or understanding
by potential patients. Sales of product to
dentists can be increased if it can be proven to generate new
patients or
services.
- Results: Creation of
advertising and lead generation program for Sirona
and group of dentists to increase number of patients by 10% and
educate public on new dental treatments as a result of
product.
- Challenge: Client
is rapidly signing new partners and their services, and needs to
quickly train its international sales force so they can begin
selling these services and work with the new partners to generate
additional
revenues.
- Results: To meet an objective of training Exodus Communications'
global 500-person sales force on a timely basis on new partners
and services, Alliances Plus Consulting led the creation and
production of innovative sales training web casts for live
and on-demand
delivery.
-
Challenge: New
partner services need to structured so they may be
resold by client's sales force and marketing materials need to be
created to support their sales efforts. WIthout the services being
ready for resale, client is losing sales opportunities and partner
interest.
-
Results: Built channel and
marketing relationships with storage partners for Exodus
Communications to expand services and increase revenues by
$10M.
-
Challenge:
Start-up wireless company needs to expand its market presence
beyond its direct sales force, but has no strategy or program to
work with partners.
-
Results: Provided channel strategy, program, partner
agreements and collateral materials for start-up
wireless Neomar to meet their goal of selling their products
through channel
partners.
-
Challenge: To
meet the needs of its customers, client has developed a new
managed platform service. This high-end solution needs
support of key ISVs and ASPs to both offer a more complete
offering and expand its presence in the
marketplace.
-
Results: Developed strategy and go-to-market program for
Exodus Communications to recruit ASPs and large ISVs for their
managed platform service and increase revenues by nearly $10M in
2001. Program included sales tools that enabled consulting
organization to deliver consistent and compelling proposals and
agreements to new
customers.
-
Challenge: To
support a new corporate initiative, company would like
to develop strategic relationships with current and new
customers to generate revenues and demonstrate success of
initiative.
-
Results: Built business development and relationship
management team focused on maximizing revenues by forging
strategic relationships with leading service providers including
Genuity, AT&T, Primus and others for Hewlett-Packard Company.
Contractual commitments with partners totaled more than $1B in
sales over five
years.
- Challenge: Strong company
relationship with Nortel, MCI/WorldCom and Deutsche Telekom in
Americas and Europe were not translating to success in
Asia/Pacific.
- Results: Asia/Pacific business
development for Hewlett-Packard's Nortel, MCI/WorldCom, Deutsche
Telekom sales teams that led to seven new joint initiatives and
increased local revenues by 10%
- Challenge:
-
Results: Accelerated
Hewlett-Packard sales revenues and enhanced customer relationships
as headquarters manager of Nortel Networks,
MCI/WorldCom, Deutsche Telekom, Hoffman-LaRoche, Johnson &
Johnson, DuPont and Kaiser Permanente Global Account teams.
Identified more than 12 new alliance opportunities between Nortel
and company.
- Challenge: Product division
needed to reduce its cost of sales and develop programs that
enabled it to target specific market segments.
- Results:
- Drove joint business plans with
Hewlett-Packard's North American and European distributors,
and developed tools to measure effectiveness resulting in
distributor channel revenue growth of 35%, while reducing
overall cost of sales.
- Developed new programs to recruit 45 new
Distributor Authorized Resellers with manufacturing,
client/server and Oracle application
experience.
- Managed $7M financial risk to division as a
result of leading distributor's
undercapitalization.
- Challenge: Company product line was
maturing resulting in lower revenues and cannibalization by newer
product lines. Division needed to maximize revenues while
reducing R&D investment and transitioning current product
families.
- Results:
-
At Hewlett-Packard Company, developed product
strategies that resulted in discontinuance of
products, and led efforts to develop new businesses and
revenue sources.
-
Change agent across computer divisions in development
and implementation of new simplified product structures prior to
SAP implementation.
-
Launched newest version of lead database product
including: industry analyst and press meetings, development of
product literature and sales materials, and training of sales
force.
-
Challenge: Maternity leave by ISV
account manager in Hewlett-Packard's European Marketing Center
left resource-limited team more
shorthanded.
-
Results: Accelerated European
business with leading database, network management and tools
partners such as Oracle, Informix, Cognos, Progress and Computer
Associates with seven-month assignment at European Marketing
Center by leveraging North American relationships and
programs.
-
Challenge: To increase revenues
of new UNIX product line, company needed to strengthen its
relationships and gain preference with leading ISVs, especially
Oracle.
-
Results: Enhanced HP relationship
with Oracle including winning of database development platform,
innovative executive videoconference for HP/Oracle sales
teams--six-weeks from handshake to show, and co-development and
co-marketing programs with Oracle Applications business unit
resulting in significant increase in UNIX platform
sales.
-
Challenge: A new manufacturing
marketing and product initiative is being launched, and
marcom and sales materials to support messaging need to be
created.
-
Results: Produced award-winning
advertisements, lead generation pieces, customer success stories,
presentations, and sales tools for Hewlett-Packard marketing
initiative to increase awareness and
sales.
 (Now
Cable & Wireless)
 (Now Novarra)
Call Alliances
Plus Consulting today
at (408) 354-3332! |
