Service provider market research covering major solution provider positioning, competitive scoring & revenues by service lines & regions, offerings & partnerships.
Existing partner program elements mapped to best practice framework & gaps identified, partner/internal interviews & survey drive data-driven recommendations.
Strategic program framework, ideal partner profile, target partner identification, partner value proposition development, workstream identification and timelining.
Structured joint GTM planning workshop agenda, templates and planning tools to drive agreement on joint goals, resource commitments and go to market strategy.
Define a clear “path to competence” for sales, pre-sales & delivery partner roles, identify current assets & gaps, define enablement program development roadmap.
Define market demand, develop joint value proposition, establish development and governance process, generate collateral.
Richard brings structure, process, enthusiasm and professionalism to everything he does, with an approach steeped in fact-based, results-driven objectives. He understands the dynamics of business and uses this insight to establish clear and practical strategies that enable his team to achieve aggressive goals.
VP, NEW VENTURES, PWC
Richard has tremendous experience in managing strategic alliances. His knowledge of marketing, sales, operations and partner relationship makes him a great leader. Richard’s ability to extract the best from a global team and driving towards common goals is phenomenal.
SENIOR DIRECTOR, GLOBAL PARTNER ALLIANCES, JDA SOFTWARE
Richard is a strong team builder and delivers consistent, measurable value to the organization. From his efforts, I have seen firsthand the growth of revenue and partnership traction with systems integrators and channel partners of all types. His extensive network of relationships and ability to develop winning strategies is unparalleled.
HEAD OF STRATEGIC PARTNERSHIPS, GOOGLE CLOUD
Richard is an extraordinary leader, a true visionary. Any company looking to run world-class partner programs would greatly benefit from his experience and expertise.
VP PARTNER SUCCESS, FISERV
Richard has an uncanny command of marketing, operations and sales which gives him a huge advantage in the complexities of building and driving strategic alliances. If you want someone who can deliver exceptional results through alliance channels, Richard is the best I have seen.
SENIOR DIRECTOR STRATEGIC ALLIANCES, QLIK
Richard is a very polished and effective Alliances leader. In a matter of months, he built a team that doubled partner-sourced revenue in the enterprise for Tenfold.
SVP SALES, SPRINKLR
Richard is well known throughout the industry as one of the best. He is exceptional in understanding a company’s needs and translating that into an executable strategy.
VP GSI PARTNERS, QLIK