Seebeyond - integration technology www.seebeyond.com
The Challenge :Set up a new organizational structure to create innovative ‘go to market’ program through services partners contributing to increased penetration in EMEA.
More than $8M in revenues generated through partners within 15 months
- We introduced Seebeyond to SWIFT Ready Gold program, which became key to gaining new global financial accounts such as BNP, KBC, IMI, UBS and WestLB.
- We started Accenture, Capco, Cap Gemini Ernst & Young, EDS and Price Waterhouse Coopers partnerships in Europe generating new accounts such as AXA, Clearstream, FNAC and Winterthur.
- Set up a team of 5 Alliance directors, each focused on a country and a global partner.
- Developed a tight link with product management to align the product with partner's expectations.
Peoplecube : selling Resource Scheduler, an optimising space utilisation solution www.peoplecube.com
The Challenge : Resource Scheduler was integrated with MSN Outlook Exchange where competition was strong.
More than $2M in new revenues within 18 months
- Start up a global partnership with IBM software
- Identified two new niches for Resource Scheduler in the IBM world :
- Major corporate accounts in EMEA were still Lotus Notes based
- Key Facility Management services providers were using Maximo to support their operations
- Identified a UK partner specializing in Lotus Notes development to help develop the integration.
- Sold a project to new customers to fund the development.
- Managed the production and successful implementation of the 2 solutions.
- We initiated a partnership with IBM Global Services, promoting the solution to the IBM sales force in Assets Management.
Peoplecube : optimising space utilisation solution www.peoplecube.com
The Challenge : Peoplecube core solution was almost exclusively sold direct
- 1 Global alliance contract
- 2 global alliance started
- Several UK partners generated more than 1 Mn $ some and opened global perspectives.
- We identified several partners profiles to speed up go to market:
- VAR selling services using Peoplecube product as a value add to their core business
- Service partners integrating peoplecube products.
- We helped partners win several contracts using Peoplecube solution.