:: CoCoon Consulting ::

ENABLING CHANNEL PARTNER'S GROWTH


	Client: The India Sales arm of a global IT giant. Organizational context: The organization has been experiencing steady upward movement in its growth for the past couple years and anticipated a similar sharp growth over the next few years as well. They rely heavily on a closely held network of Partner organizations to sell and service their products. This initiative was part of a larger Partner Growth augmentation plan. Our Brief: As part of a larger initiative to support Partner Organizations' growth and transformation, we were asked to design an initiative which would help the Partners strengthen the fabric of their own organizations, consolidate and grow. Our Approach: We designed a 2-day Workshop that focused on helping these Partner organizations evaluate their current people processes from a business standpoint and understand best practices. The participants in the workshops were the CEOs of these organizations (managing annual turnovers of between 30 crores to 200+ crores). The Workshop helped them map their current and future business targets, understand key growth contributors from a strategy, people and process perspective and also examined issues such as managing performance, augmenting the organization's internal and external brand proposition and retention. The program closed with participants taking away an Organization Audit questionnaire as homework, which they brought into a one on one discussion with a Senior CoCoon facilitator a few weeks after the program. In these sessions, they had an opportunity to discuss, brainstorm and prioritize key issues and solutions from a people perspective, in their organizations.