DATA-DRIVEN GROWTH
Enriching Ingram Micro's data-driven partner approach to drive growth
The Challenge
Evolving a global business
As a global leader in technology and supply chain services, one of our top distributor clients has built their business on partnerships. However, like any successful business today, they knew they couldn’t afford to stand still. They needed to evolve and strengthen their offering to secure new partners and better serve existing ones well into the future.
The Solution
Delving deep into the partner ecosystem
Our client called on Paal15 and sister company, Sherpa, for help. To start, we knew we needed to get a better understanding of their existing partners, to see where the biggest growth opportunities could be uncovered. We began by performing a partner segmentation, going beyond current revenue and licenses and extending our focus to partner type, maturity, capabilities, growth opportunities, and vendor relationships to get deeper insights. Based on this segmentation, we created a partner dashboard that gives them real-time and continuous insights into partner characteristics and competencies. As a multi-geo distributor, it was critical that the dashboard we developed was both sophisticated and accessible so it could be shared and utilised across their entire business.
The Results
Enriched with powerful insights
Our data-led solution helps our distributor client to focus their efforts on investing in strategic partnerships that will fuel business growth. As their data set continues to grow, they can identify where new solutions are needed and uncover upsell paths. With every new partner onboarding, the data set will only continue to get richer. On an annual basis, all data will be refreshed and enriched with learnings and results from sales and go-to-market efforts, allowing for more narrow and focused efforts, better ROI and more agile campaigns.
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challenge
Evolving a global business
As a global leader in technology and supply chain services, one of our top distributor clients has built their business on partnerships. However, like any successful business today, they knew they couldn’t afford to stand still. They needed to evolve and strengthen their offering to secure new partners and better serve existing ones well into the future.
SOLUTION
Delving deep into the partner ecosystem
Our client called on Paal15 and sister company, Sherpa, for help. To start, we knew we needed to get a better understanding of their existing partners, to see where the biggest growth opportunities could be uncovered. We began by performing a partner segmentation, going beyond current revenue and licenses and extending our focus to partner type, maturity, capabilities, growth opportunities, and vendor relationships to get deeper insights. Based on this segmentation, we created a partner dashboard that gives them real-time and continuous insights into partner characteristics and competencies. As a multi-geo distributor, it was critical that the dashboard we developed was both sophisticated and accessible so it could be shared and utilised across their entire business.
RESULT
Enriched with powerful insights
Our data-led solution helps our distributor client to focus their efforts on investing in strategic partnerships that will fuel business growth. As their data set continues to grow, they can identify where new solutions are needed and uncover upsell paths. With every new partner onboarding, the data set will only continue to get richer. On an annual basis, all data will be refreshed and enriched with learnings and results from sales and go-to-market efforts, allowing for more narrow and focused efforts, better ROI and more agile campaigns.
Enriched with powerful insights
Our data-led solution helps our distributor client to focus their efforts on investing in strategic partnerships that will fuel business growth. As their data set continues to grow, they can identify where new solutions are needed and uncover upsell paths. With every new partner onboarding, the data set will only continue to get richer. On an annual basis, all data will be refreshed and enriched with learnings and results from sales and go-to-market efforts, allowing for more narrow and focused efforts, better ROI and more agile campaigns.
