Alliances and Partnerships

Guided a data services company in assessing whether and, if so how, to adopt a new partnership strategy that many feared could lead to disintermediation and loss of market leadership position.

Designed the go-to-market messaging and launch strategy for the new partnered solution (including business customers, and their consumers) to enable capture of new revenue primarily in the unpenetrated SMB market.

The new partnership strategy has enabled the company to grow >40% over the last three years.

Assisted a fast-growing, US-based technology company in defining and launching a new strategy for EMEA, which had single-digit growth over several years. The new strategy included changes in positioning and pricing, as well as the launch of a partnership program.

The new strategy has delivered 200%+ growth over two years, and EMEA is now the fastest growing division of the company.

Assessed the past performance and future potential of a strategic but underperforming partnership between two Fortune 500 financial services companies.

Worked with executives inside each company, independently and then together, to develop a go-forward vision for the partnership, and advised on the contract renegotiation.

The transformation of the partnership drove hundreds of millions in incremental revenue for both companies, enhanced operations, and provided a higher-quality experience for customers.

Conducted voice-of-partner assessment and used feedback to transform the partnership program for the company’s flagship product, as well as two solutions that had previously failed to capture expected market share.

Increased partner revenue from their flagship product by more than $50M in one year and enabled them to double the number of high-performing partners in their program.

Developed alliance strategy, and designed and launched Enterprise Alliances organization, to enable indirect sales growth and more strategically manage complex partnerships.

Alliances now deliver more than $500MM in annual revenue, and enable an additional $400MM.

Company was awarded the ASAP Alliance Program Excellence Award.

Developed alliance strategy to accelerate growth and respond to competitive threats, and designed and launched Enterprise Alliances organization.

Achieved hundreds of millions of dollars in new revenue, and tens of millions of dollars in savings.

Company was awarded the ASAP Alliance Program Excellence Award.

Designed and implemented company’s Global Alliance Center of Excellence (COE).

Identified alliance management needs, defined COE operating model, and led implementation of COE, including design and delivery of training program.

Company was awarded the ASAP Alliance Program Excellence Award.

Benchmarked and analyzed partnering capabilities.

Defined and implemented partner segmentation framework — covering suppliers, affinity partners, resellers, distributors, and joint solution development partners.

Aligned multiple business units and functions around a new organizational model, and common process and tools, for alliance formation and management.

Vantage works extensively with pharmaceutical and medical device companies, and we understand the unique partnership dynamics at work in this space. Visit our Life Sciences Alliances and Partnerships page to learn more about how we think about those challenges.