UNREALISED VALUE FROM BUSINESS PARTNERS? NOT FOR THIS SOFTWARE HOUSE…
smart/tasking
We find the secret sauce to help customers and organisations be better, faster, smarter, and more efficient.
THE CLIENT
When a software house needed help assessing and formulating a strategy to increase the value from partnering within its eco-system, smart/tasking stepped in to provide support. The Client needed to actualise the value of its partnerships as a first step. As a second step, defining, prioritising and executing the changes to fundamentally increase the value from partnering was on the agenda
Was there a way of increasing mutual returns from partnering within the ecosystem?
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OUR APPROACH
We started interviewing stakeholders from Sales, Product, Operations and from the C-Suite. The goal was to create a baseline of value perception from different perspectives, to make stakeholders define “what good looks like and how it could be realised. We then applied our value assessment methodology tailored to the client’s situation. The assessment mainly focused on the technical value-add (e.g. the complementary value brought to use cases and offer differentiation), and the commercial value-add (supporting brand recognition, the generation of leads for growth). Using our value matrix, we identified the critical initiatives to bring the partnership value “from average or good to great” with goals set. We facilitated sessions with partners to share the assessment and agree on a new collaboration roadmap with goals.
GREAT RESULTS
Beyond aligning everyone internally on value assessment, we energized discussions with partners and prioritized asks and agreed on trade-offs. Sometimes insignificant changes opened new perspectives. Joint propositions, joint account planning, and joint events are in progress with the potential of conversions at sight. Investments in a partnership are periodically re-assessed using the value matrix. Client CPO: “We now have a clear vision and strategy to get what’s expected from investing on partners”. Importantly, as smart/tasking commits to leaving a legacy on each of our engagements, our intervention has created a highly transferable service and a set of collaborative values which can be quickly spun up elsewhere, as needed!
COULD YOUR PROJECT COLLABORATION USE A FINE-TUNING??TALK TO SMART/TASKING. LET’S OPTIMISE!