CASE STUDY
Repurpose Offering & Go Channel
The Client: A Regional Enterprise ISP
The Need
- The client was looking at creating a channel partner eco-system within Middle East for some of its ICT Services
- The client was also looking at supporting in repurposing some of its core ICT offerings
The Objective
- Identify the internal & external challenges to enable this move
- Build an industry standard Channel Program, Processes & Tools
- Train the team on Channel Management Methodologies
- Repurpose the existing ICT offerings from a resell model to a Managed Solution offering
The Enablement
The Enabler ONE team:
- Built an industry-standard Channel Partner Program based on channel & domain best practices alongwith supporting processes & tools
- Designed their Channel Certification Program
Repurposed their core ICT offerings into a Managed Solution/Service Offering by:
- Rebuilding the offering into an “As a Service” offering
- Renegotiating with their principals to provide support in enabling this move
- Building a menu-based pricing model & a Global Price File
- Building their SLA structures & agreements
- Guiding & training their team on Managed Services model with insights from global competitors & industry best practices
The Outcome
- A robust & scalable Managed Solution stack was created which the client was able to launch across its enterprise customers
- An industry standard Channel Program, Process & tools which helped provide structure to their existing channel engagements
- A trained Channel Management team from internal resources resulting in best re-utilization of resources
