Do you need similar results for your organization?
We are helping our customers transform their
Selling to enterprises directly and through channels - maximizing global market coverage, profitability and customer executive satisfaction. For direct sales, engaging a broadening set of decision makers across lines of business, functions and levels of IT. For channels, helping partner managers demonstrate quantifiable business value to channel business owners and managers. And unifying executive engagement, consultative selling and value delivery across marketing, sales operations and solution delivery.
Consolidating new offerings to win the architectural sale: from “the internet of things”, across converged networks to hybrid cloud infrastructures. For sales, incorporating an architectural approach into solution development. For architects leading ‘enterprise architecture as strategy’ engagements. Helping portfolio managers take a customer perspective as they align new and existing products and services to the new style of IT.
Transitioning revenue and profit models to pay-per-use from purchase/maintenance. Engaging customers more consultatively: Mapping solutions to business and IT initiatives. Communicating the business value of investments in technology to customer business executives and getting credit for value you deliver. Demonstrating economies of new architectures to purchasing.
While producing sustainable results
Measureable value unique to each customer and channel: aligned to their strategy, improving functions and business process within them and producing targeted business results. This produces value for you: business growth, share of wallet, customer satisfaction and profit.
For your field force in taking a business-oriented approach. Executives experienced in leading your customers’ business and technology coach your senior sales/services and their managers - over a period of time. Your top performers demonstrate 'best practices' within your organization and across the industry leaders. Showing how your customer facing staff can exceeed budget and customer expectations with less effort.
Linking your business strategy, marketing messages, portfolio, go-to-market and field enablement initiatives and tools into a cohesive customer-centered approach.
Our difference: Collaborative, applied, coached
Collaborative & customized
Our unique combination of industry experience at C-level leadership positions in business and IT, vendor line management in sales, system integration, and service and workforce development - helps us collaboratively design and deliver programs customized to support your transformation strategy and maximize the business results you need. Our program templates help us produce programs perfectly supporting the business initiatives line managers are driving, quickly and efficicntly. And work with your staff to integrate them into your go-to-market approach.
Mastery-level applied programs
Accelerate the application of your people’s skills and your organization’s products, services and capabilities to advance your customer’s strategy and yours. The focus of programs is application to your accounts and opportunities. Customers place our programs at the pinnacle of their development roadmaps to accelerate applying the executive engagement, consultative selling and industry skills they have already learned - to their accounts. Customers often use our programs to accelerate implementation of field sales and service management initiatives driving: customer executive engagement, new portfolios, team selling on winning large deals, collaboration with channel partners on maximize large accounts, implementation of corporate initiatives.
Cornered Executive Coaching
Gives participants multiple perspectives on their account strategy and plan: Customer executives, your portfolio experts, and your managers. This motivates the behavior change you are seeking in an intense, but respectful manner effective for even your most senior people. VP and C-level coaches represent your customers, product and service SMEs represent experience with your portfolio, and management (or field enablemen) represents best practices of your customer-facing sales, architects and services staff.
Executive coaching shapes content and business approach
C-level and VP Coaches
Ted McKieTed McKie. Ted leads the Global Sales Practice for OwenCollier Partners. He develops and delivers programs for the sales and…
Bob SimmonsBob Simmons. Bob leads the Global Services Practice for OwenCollier Partners. He focuses on strategies for practice optimization, solution creation,…
Mathieu CGeneral Manager and Vice President of Supply Chain and IT. Hi-Tech Manufacturing, Steel, Software products
Mike DVice President of IT, Program manager exploration and production. Energy Industry.
Jeff SVice President of IT, Vice President of Business Services. Financial Services.
Robin BCIO and Business Unit VP, Financial Services, Europe and Americas
Blended and "flipped" programs catalyze change
Program templates customizable to your strategy, messages and initiatives