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Bottom line: we add value in everything we do. We deliver more than our clients expect. Our clients enjoy working with us because we exceed their expectations and step up to the plate to meet deadlines. We instill a sense of energy into our clients' businesses and we know how to make learning a positive experience. Here are just a few examples: What Are the Lessons Learned? Please note: some illustrations use our former name J'Caz Consulting Group
At AZtech, we believe the work we do to create competitive advantage is about our clients, not us. That's why we never name clients. Our role is to support our clients, not share the spotlight.
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What are the Lessons Learned ? Integrating New Channel Segments 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.
Impact of Multi-Channels on Operations 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:
***Chart reflects the channel landscape at time of project 
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 would 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.
How
Can I Optimize ROI from Channels? Enhancing Distributor Value A multi-billion dollar hardware manufacturer wanted to enhance the value its distributors offer their VARs. After extensive conversations with distributors, AZtech Strategies modified its Consultative Selling Aptitude Tool to address the specific needs of our client's distributors. The tool provided account representatives a structure from which to build productive discussions with distributors on how to focus their strategic plans, resources, and programs to develop and support a higher value offering. It centered on enhancing value through a persistent focus on step-by-step growth in consultative selling capabilities.
Channel Readiness A worldwide manufacturer of convergence technologies needed to understand their channels' readiness to deliver convergence solutions, their ability to price strategically, and the perceived value of the manufacturer's products in the marketplace. AZtech Strategies began by interviewing customers to understand the business problems they were addressing with the client's solution and their support requirements. We also interviewed over 60 channel partners, obtaining key information on their business models, voice/data experience, and their perceived value of the manufacturer's products. AZtech Strategies also spoke to channel partners of other convergence manufacturers to compare and contrast our client's channel partners competencies. AZtech Strategies identified strengths and weaknesses
and offered actionable recommendations to augment their channel program to enhance channel competencies so they could better support customer needs.
The client
recognized an immediate need to further educate and train the channel to
evolve partners into total solution providers.
How
Can I Jump Start Channels? Certification Program Development A major manufacturer of convergence technologies sought to implement a worldwide certification program, implementing a series of high stakes exams and training methodology. AZtech Strategies assessed the competitive landscape and worked with the client to structure the program, create a business case and gain company-wide approval and funding. In addition, AZtech Strategies recruited channel partners to participate in job task analyses and test item development workshops, personally attending the workshops to assure target goals and objectives were met. The program has become an industry standard and pre-requisite for employment or responding to RFPs for channels and customers.
Channel for Hosted/Managed Solutions A Service Provider sought to establish a powerful network of system integrator partnerships to sell a new hosted/managed solution. AZtech Strategies created a profile of an ideal partner based on customer support requirements including vertical markets, consultative skill sets, services competencies, strategic focus, partnerships, and business model. Based
on this profile, AZtech Strategies
researched a series of potential partners matching the profile, and interviewed
50 executives within these prospective partners, determining their viability
as a prospect for the client. AZtech Strategies did not stop here, though. We developed
extensive profiles of solid prospects for the client with key sales
lead information including
primary contact, areas of concern, optimum sales strategy, and key strengths.
Each contact provided to the client was verified based on multiple interviews
to assure prospect interest and a willingness to consider new alliances. The client entered into alliances with 10 of from this list and went on to generate over $100 million in sales within 36 months. ***Chart reflects the channel landscape at time of project Overcoming Recruiting Challenges An emerging manufacturer of a converged communications network was having difficulty recruiting VARs.
In this instance, the recruiting effort
was so overwhelming, the client added 10 Channel Sales Managers
to support new partners within the first 18 months. Since project inception, AZtech Strategies' efforts
have led to almost 50% of all current signed VAR's for this manufacturer. |
