Enterprises are increasingly operating in a dynamically changing and fluid environment. They are constantly changing gears just to keep pace. CXOs are constantly looking for ways to overcome or create disruptions in a world becoming increasingly complex. Infosys Consulting Blog gathers a community of subject matter experts who are driving pragmatic conversations around that which is changing and that which needs to be rethought, redefined and redesigned for enterprises to achieve market-leading performance roadmaps.

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October 22, 2013

Successful channel partner enablement: Asking the right questions


According to Jeff Bezos, some companies work to try to charge more and others work to charge less. In today's business world, more companies are choosing to be the second kind. Business consultants are constantly challenged to come up with offerings and solutions that help companies achieve that goal.


One such business problem is how clients can achieve speedy route to success in their partner relationship management (PRM) transformation programs and therefore streamline channel operations and experience for partners. At Infosys, we have introduced a PRM cloud consulting offering Channel Partner Enablement (CPEN) Solution that addresses our clients' needs in a holistic manner by incorporating the perspectives of both the enterprise and their channel partners. We offer a 'Value Transformation Framework" template to illustrate how value initiatives / capabilities can be determined, documented and incorporated into a transformation roadmap. We also offer a ready-to-configure solution using Salesforce Sales Cloud's Partner Communities functionality to operationalize the output of the Value Transformation Framework.


For solutions like these, while the tool-kits and templates ensure consistency and reliability of delivery, the key differentiator lies in the ability of business consultants to ask the right questions which help them to identify the right solutions. Here are sample questions that are integral to the success of any such consulting exercise:
• What business and technology transformation initiatives are needed to deliver value for the enterprise as well as their channel partners?
• What is the business lifecycle of the enterprise and how does it relate to the transformation initiatives?
• What capabilities need to be enabled to fulfill the transformation initiatives? Can this be compiled and presented as a transformation roadmap?
• Which technology solution suits the needs of the enterprise i.e. package evaluation and selection vis-à-vis the transformation roadmap?


Have you addressed such questions with your clients? Are there other questions that are equally (or perhaps more) important that need to be in a business consultant's backpack? I welcome your feedback.