Challenge: Current structure of ICT reseller wasnt aligned to the corporate capabilities as an ISP
Align the ICT reseller’s structure with its corporate capabilities as an ISP by transforming its offerings into an “As a Service” model. This required renegotiating with principals for support, developing a menu-based pricing model and Global Price File, building a comprehensive Partner Program with SLAs and agreements, and equipping the internal team with insights on the Managed Services model from global competitors and industry best practices.
Solution:
- Rebuilding the offering into an “As a Service” offering
- Renegotiating with their principals to provide support in enabling this move
- Building a menu-based pricing model & a Global Price File
- Building their Partner Program, SLA structures & agreements
- Guiding & training their team on Managed Services model with insights from global competitors & industry best practices
Results:
- A robust & scalable Managed Solution stack was created which the client was able to launch across its enterprise customers
- An industry standard Channel Program, Process & tools that helped provide structure to their existing channel engagements
- A trained Channel Management team from internal resources resulting in best re-utilization of resources