20,000+ partners and 30+ program benefits in one actionable view

Client:
$70bn+ global tech vendor

Solution:
Partner Intelligence
EdisonAI

Outcomes:
20,000+ active partners
30+ program benefits modelled
11 partner types assessed

The challenge

Partner engagement is directly related to lifetime value. For a $70bn+ global technology vendor with over 20,000 active partner members across 11 partner types, and over 30 different program benefits partners could interact with, the challenge was visibility across that scale.

The vendor had no singular view of what was driving partner engagement and what activities were generating value to partners.

Sherpa's Approach

Sherpa worked to bring multiple data streams together to create an engagement model that described different segments of partners. The model assessed partners on attributes of both their commercial performance and their engagement with the vendor, visualising and grouping partners to inform program development.

The output was an overall engagement score, linked to partner value, with clear visibility into gaps across the ecosystem. Partners were segmented by type, including service providers and Cloud-specific partners, to give the vendor actionable insight at every level of the program.

Outcomes

The single-metric partner engagement score was built into the OKRs of the partner alliance staff members and leadership team, making engagement a measurable, accountable priority across the organisation. Clear, actionable data to increase engagement across multiple program elements, more successful than a single tactic approach. Deeper insight into the requirements and adoption of the program by focus partner types, service providers and Cloud-specific partners. Direction into the partner value proposition to support recruitment efforts.