Domino Printing, a renowned provider of industrial printers, coders, and integration software, approached Sherpa with a unique challenge: to redefine and implement their Partner Program for global Distribution Partners. The key challenge for Domino was to comprehensively assess partner performance, moving beyond traditional revenue metrics. They aimed to transition from qualitative assessments to data-driven insights, providing the board with factual data on partner performance and potential capabilities.  

Challenge and Project Objectives:

Domino Printing faced several challenges aligned with their project objectives: 

Visualizing and Strengthening Partner Ecosystem: Domino aimed to gain a holistic view of their partner network, fostering improved relationships and engagement.

Identifying Growth Opportunities: Their goal was to pinpoint expansion prospects within the distribution channel, enhancing market coverage and partner engagement. 

Addressing Program Gaps: Recognizing the need to rectify deficiencies within their partner program while strengthening partner relationships.

Ensuring Operational Efficiency and Strategic Growth: Focusing on streamlining operations while fostering sustainable growth within their partner ecosystem. 

Enhancing Sales Efficiency and Technical Capabilities: Evaluating partner teams' sales efficiency and technical prowess to optimize performance. 

Empowering Business Development Managers: Domino aimed to empower regional managers to facilitate quality conversations and reviews during Quarterly Business Reviews (QBRs), driving actionable improvements.

Understanding Regional Economic Constraints: To ensure a comprehensive approach, Domino aimed to grasp regional economic challenges, identifying gaps, trends, and white space opportunities. 

By addressing these challenges and pursuing these objectives, Domino Printing aimed to achieve a data-driven transformation in their partner ecosystem, enabling informed strategic decisions and enhanced partner engagement. 

The Sherpa Solution:

In response to these challenges, Domino Printing forged a strategic partnership with Sherpa, leveraging Sherpa's extensive channel experience and expertise to help support their drive for transformation. The project encompassed the following critical components:  

EdisonAI - Partnership Ecosystem Visualization: Domino and Sherpa implemented EdisonAI, a powerful visualization platform tailored to Domino's partner ecosystem. This tool provided a comprehensive view of their partner network, enabling data-driven insights. 

In-Depth Assessments: Extensive discussions and assessments were conducted, delving into partner activities at the local, regional, and global levels. These in-depth conversations offered valuable qualitative insights to drive motivation.

Data-Driven Insights: Comprehensive data was gathered, including Business Development Managers and partner surveys, sales revenue, and opportunity data. This data served as the foundation for current partner performance. 

Go-To-Market Strategy with Partner Concierge: Based on the data insights provided, a go-to-market strategy is being developed to empower partners to effectively take solutions to market. With a focus on providing a white glove managed service from Sherpa to help Partners deliver marketing.

Sherpa's Advisory Role: Throughout the project, Sherpa played a pivotal advisory role, providing guidance and expertise. Sherpa was more than a consultant; they were strategic advisors to Domino. 

Senior Stakeholder Engagement: Collaboration extended to senior stakeholders, including the Marketing Director, to showcase the insights derived from the partnership.

Empowering Marketing and the Board: Sherpa's support empowered Shane to transition from qualitative insights to quantitative data that he could confidently present to the board. This data-driven approach reinforced decision-making processes.