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Understanding the characteristics of the most successful Partners in a Matrixed Ecosystem

The vendor’s Partner team were targeted with high growth objectives, for which they understood that they would need to recruit more Partners to fulfil their revenue objectives. With such a regionally-diverse Partner Business Management team, and very diverse Partners, they were challenged to understand how to prioritise recruitment – and indeed what a successfully engaged Partner looked like.

Use Case

The company is a $1bn+, globally-recognized software-as-a-service technology vendor of products related to customer support, sales, and other customer communications.


Partner Ecosystem

The vendor’s Partner Ecosystem makes up an increasing proportion of global influenced and sourced revenue.  Partner types vary from technology alliances, system integrators and BPO partners, to name a few.


Project Stakeholders

Regional Partner Marketing Leads, SVP of Channel Sales, Director of Partner Ecosystem Marketing and CFO.



Our Approach

Edison AI was able to establish benchmarks around Partner engagement across the Vendor’s program and measured its impact on revenue performance.

Edison AI identified a key group of Partners (BPOs) who are driving significant value and engagement.



Identification of the most valuable Partner-type for consistent Partner-sourced revenue-generation

Pathway for onboarding and engagement across all Partner types including prioritization of program elements most correlated to Partner success

Partner Value Proposition development for recruitment based on the requirements and adoption of program by focus Partner types, service providers and Cloud-specific Partners to boost their participation and value

Direction into Partner Marketing program to support growth of existing Partners, as it was identified as an area of lowest engagement

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