"Running OwenCollier programs is like printing money!"
A direct quote from one of our customers
We are growing our share of customer technology spending,
We are improving sales yield, and
We are increasing customer satisfaction at the executive level.
If you need the same results
Consider three transformations you may need to make...
Go-to-market
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.
Portfolio
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.
Business Models
Finding new ways of developing and delivering business value to customers - in terms of improvements in revenue, profit and capital utilization.

  • Transitioning revenue and profit models to pay-per-use from purchase/maintenance.
  • Engaging customers more consultatively:
  • Demonstrating strategic alignment by mapping solutions to customer business and IT strategies and 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. .
Our programs produce sustainable learning outcomes
that advance your sales strategy
Measureable business outcomes for your customers
Customer proposals and initiatives designed to produce measureable business value for to each customer and partner, by aligning your value aligned to their strategy - improving functions and process and producing targeted business results. This produces value for you: business growth, share of wallet, customer satisfaction and profit.
Confidence to sell value, not features-functions-benefits
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 and across the industry leaders. Showing how your customer facing staff can exceed budget and customer expectations with less effort.
Seamless alignment to your strategy and market positioning
Linking your business strategy, marketing messages, portfolio, go-to-market and field enablement initiatives and tools into a cohesive customer-centered approach.
Our unique approach >
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 enablement) represents best practices of your customer-facing sales, architects and services staff.
Blended programs catalyze change
aligning selling motions across enterprise sales, partner & channel managers and technology consultants
Programs for Enterprise Sales
Helping Enterprise Sales of technology firms develop and deliver business value to their customers.
Global Sales Leadership
Helps sales executives enhance their executive engagement skills, industry insight, and business and financial acumen so they can develop collaborative business partnerships with C-level customer executives. Via coaching and collaboration, participants identify their customer's strategy and outline where and how they can produce meaningful business value. Participants use the resulting value map to structure a discussion resulting in a mutual agenda with their customer executives. Participants produce a 'changing the game' action plan delineating the critical actions that will drive opportunities into won deals. This program is ideal for sales executives on high potential accounts. Components of the program include webinar, preparation, customized workshop, and executive coaching.
Industry Masters
Helps sales and service executives sell solutions to line of business and functional managers. The program focuses on a specific industry/function and is coached by an executive with that background. This program gives participants a deeper understanding of the business processes, improvement strategies and performance indicators of the functions and persons you and your channel are targeting. Participants produce a pipeline of new customers, opportunities, value propositions, and solutions. Solutions include your portfolio. The program includes a webinar, preparation, customized workshop, executive coaching.
Large Account Pipeline
Synchronizes your efforts and your channels on targeted large accounts. This program is typically run for your partner's sales executives and your partner business managers. It helps identify new opportunities critical to the large account's business success. Participants outline the large account's business initiatives, the required enhancements to their enterprise architecture, and the value you and your channel can provide. Responsibilities for actions are allocated between your direct sales and the partner sales team. This program is structured as a webinar, a one day planning session, and executive coaching.
Winning Large Deals
Is an in-depth simulation that improves win rate on large deals, typically involving services. This program helps bid teams create a compelling statement of business value in addition to meeting mandatory technical requirements. Participating teams compete to win an opportunity mirroring the needs of target customers and following a typical bid process (interviews, yellow pad, best and final…). Executives play the role of key customer personas and stay in role throughout the session. Coaches help teams work more effectively and more collaboratively with the customer to present a compelling business case that meets/exceeds the technical and business requirements. Teams produce a value proposition, target solutions, pricing, term sheet, project plan, and executive engagement plan. Actual opportunity or case, 2-4 day workshop, executive coaching.
Programs for Partner & Channel Managers
Taking a business-oriented approach to partner executives
Global Partner Leadership
Helps partner managers enhance their executive engagement skills, industry insight, and business and financial acumen so they can develop collaborative business partnerships with C-level and operating manager partner executives. Via coaching and collaboration, participants identify their partner's strategy and outline where and how they can produce meaningful business value. Participants use the resulting value map to structure a discussion resulting in a mutual agenda with their customer executives. Participants produce a 'changing the game' action plan delineating the critical actions that will drive opportunities into won deals. Components of the program include webinar, preparation, customized workshop, and executive coaching.
Channel Financial and Business Acumen
Helps your channel business managers communicate the specific impact your offerings and programs can have on a channel partner's revenue and profit growth, market position and customer loyalty. It helps your channel managers relate your capabilities directly to the channel partner's strategy. The program is customized to your offerings and consists of a webinar, preparation, and a workshop.
Services Business Accelerator
Helps your channels expand their services business. Through facilitated preparation, discussion and coaching, participants create a plan to enter new markets, add new services, improve global operational readiness, rapidly deploy new skills, expand resource management and share and improve quality and customer satisfaction. This program is tailored to implement your services strategy throughout the channel. The program often focuses on implementing your more complex differentiated services.
Programs for Technical Consultants and Solution Architects
Helping your technical consultants and solution architects take a business-oriented approach.
Leading information technology from a business perspective
Helps technical consultants and architects lead more successful projects by taking the perspective of the management of a today's technology managers. The program helps them identify opportunities to improve IT strategy, architecture, enterprise projects, operations and supporting governance, financial, portfolio, resource, quality and risk management. Participants create a customer value map aligning your and their offerings to your customer's technology strategy and foundational business needs. They practice creating a mutual agenda with key customer executives. The program contains a webinar, 2-day workshop, and executive coaching. .
Enterprise Architecture as Strategy
Helps win architectural sales by enhancing the enterprise architecture skills of your technology consultants and solution architects. A survey by a technology company indicates technology solutions providers win more deals by taking an architectural approach with their customers. These skills help customers align their business and IT operating models. Participants build skills to help their customers enhance the business, functional, project and technical aspects of a unified business and technical architecture. This program leverages your preferred architecture and methodology. It produces an executive engagement plan, project plan and outline of deliverables. This program is conducted over 4 days and is typically delivered virtually.
Technology investment decision-making simulation
Helps sales, technical consultants and solution architecture teams understand the "decisions behind the decisions" to buy products and services and the personas that make those decisions. Participants take on the role of key executives making business, technical and financial decisions. Participants build a technology/IT budget for a customer, create proposals for top customer initiatives, and finally act as a review board prioritizing competing investment alternatives. The simulation is a one day workshop with embedded executive coaching.
About Us
We're here to expand the universe of technology sales, partners and consultants selling and delivering business value to their customers.
Otherwise why else even be here?

(click on origins, our team, managing partners, executive coaches and practices to find out more)
info@owencollier.com
+1 617-962-0711
Origins & Philosophy
OwenCollier Partners
We are business consultants experienced in:
  • Leading businesses and IT in financial services, communications, media, entertainment, hi-tech manufacturing, pharmaceutical, energy & utilities, consumer products, transportation, retail, and public sector industries.
  • Transforming technology sales, consulting and services, and
  • Utilizing innovative methods in workforce development
Established 2002

Headquartered in Cambridge, Massachusetts, plus London, Amsterdam, Munich, Hong Kong, Singapore, Tokyo, Sydney. We deliver programs globally, over half our business is outside the Americas.

Practice areas: Enterprise Sales, Partner & Channel Management and Services

Our Clients' Challenges

Driving transformations in selling and delivering business value
that result in profitable growth, market share and customer loyalty

Do you find that even your most experienced sales and services leaders need deeper business and financial acumen so they can more effectively engage customer executives? And is the scarcity of those skills limiting your ability to establish collaborative relationships with your customer executives based on a mutual plan for delivering increasingly more significant business value?

OwenCollier Partners has an international team of executives with a unique combination of C-level business, IT, field enablement and workforce development experience that can accelerate making your sales, services, management and executive leadership more effective creating business value for your enterprise clients and channel partners.

We design, develop and execute programs that increase the business value you deliver to key customers and turn that increased value into pipeline and won deals for you.

We provide consulting that helps you grow your technology services business, develop your executive sales workforce and make your channel managers more effective.

Our work has independently documented business results increasing quota attainment, share of wallet and customer loyalty. That drives growth, profit, market share and customer loyalty for you.

How we produce results

Cornered CxO Coaching. Our "cornered CxO coaching" expands the horizons of participants with exposure to customer executives, participants with similar accounts, subject matter experts and management who can represent global "tribal knowledge" of your organization.

3-part mastery-level programs. Our programs drive lasting behavioral changes using a model of thesis, defense and practical application. Core content is "flipped" so participants can learn core principles on their own time. Defense workshop time is focused on discussion, sharing and coaching relative to participants actual accounts. Ongoing coaching supports application to accounts and realization of business benefits.

Customized to your business initiatives. We customize core program components to cost-effectively support your strategy and offerings. As appropriate, we co-design and deliver with your sales management, product/industry/solution management, your executive management and learning organization.

Our team
We plan, design and deliver programs globally through our direct resources and business partners.

Managing Partners:
Are your first point of contact and responsible for ensuring each program drives the business result you need.

Program Managers: Manage, design, lead and/or coach programs.

Information and Communications Technology Executives: Have experience leading information and communications technology businesses and functions, including sales, professional services, customer services, software and system businesses.

Executive Coaches: Provide CxO and senior executive perspectives and individualized feedback to participants. They have C-level experience leading businesses and information technology organizations.

Industry Experts: Have experience in a business or IT capacity in their designated industry or industries. They contribute business insights and financial context to our clients.

Architects: Lead architecture programs and assist clients in developing their architecture programs and capabilities. Architects also lead customer engagements for our clients.

Business Partners: Are partnerships and corporations that have complementary expertise and resources that are needed by unique requirements of our clients.
Managing Partners
Ted McKie - Ted leads the Global Sales Practice for OwenCollier Partners. He develops and delivers programs for the sales and services leaders of large, global sales, professional services and outsourcing clients. These programs help clients grow their business profitably, improve win rates and enhance executive relationships with their customers. Ted has over 30 years experience leading major IT services organizations delivering Systems Integration, Outsourcing and Business Strategy services to both global and startup businesses. Ted works with clients in the finance, telecommunications, healthcare, manufacturing and services industries. Ted holds a Masters in Management from Worcester Polytechnic Institute.
Bob Simmons - Bob leads the Partner Management Practice.
Executive Coaches
Our executive coaches are leading businesses and IT in financial services, communications, media, entertainment, hi-tech manufacturing, pharmaceutical, energy & utilities, consumer products, transportation, retail, and public sector industries.

They provide insights on the "Mind of the CxO's" in their respective industries during programs and 1-1 coaching sessions.

CxOs who have recently coached programs include:

  • Age M - Financial Services: CIO and VP Operations
  • Andrew A - Financial Services: Line of business Vice President
  • Annie N - Electronics: CIO
  • Bill G - Retail: CIO and Business Vice President
  • Bob B - Telecommunications: Director IT Strategy and Planning
  • Carm M - Utilities: CEO, CIO
  • Chris B - Telecommunications: CTO, chief strategist and investor
  • Colin O - Telecommunications: CIO and Strategy Consultant
  • Gerry L - Channel Partner: Vice President
  • Jeff K - Pharmaceutical: VP of research and development
  • Jeff S - Financial Services: Vice President of IT, Vice President of Business Services
  • Joe S - Automotive, Transportation, Pharmaceutical: CIO
  • Mathieu C - Electronics, Steel, Consumer products: General Manager and Vice President of Supply Chain and IT
  • Mike D - Energy: Vice President of IT, Program manager exploration and production
  • Mike R - High Technology and Energy: CIO
  • Paul C - City of 8M people: CIO
  • Paul E - Telecommunications: VP of Technology
  • Rick M - Telecommunications: CEO
  • Robin B - Financial Services: CIO and Business Unit VP
  • Ron L - Financial Services and Healthcare: VP of Lines of Business
  • Steve N - Financial Services: VP of Line of Business
  • Tim F - Federal Government: Director of Civilian Agencies
Practices
Sales Practice

Client challenges: In increasingly competitive and financially-challenged selling environment, most high technology field sales and service organizations face significant transformational challenges to achieve profitable account growth: Engaging appropriately with C-level line-of-business and IT executives, better understanding their customer's industry and business, selling more consultatively, and aligning the efforts of sales, services and customers

We help your field teams address these challenges by: Synchronizing account team strategy to the business needs of your customer and your company strategy, assisting you to build relationships with key client executives, creating financial value propositions for C-level business executives by demonstrating how a value proposition is created by the positive impact of your solutions on customer business processes and key performance measures, perfecting client engagement and team leadership for winning complex deals and establishing processes for account and customer governance.


Partner and Channel Management Practice
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Services Practice

Client Challenges: Services organizations are challenged to grow profitably while attracting and retaining the best talent to sell and deliver increasingly complex projects: Increasingly complex customer needs and new technologies drive the need for leading-edge skills and new services; Premier consulting, systems integration and managed services firms compete for the best clients, as do highly-focused boutique firms and low-cost offshore resources; customers are multi-sourcing large projects thereby complicating selling and delivery; and projects are more global and involve varied cultures, governance and operating models.

We help your services organization by: Aligning sales and services account strategies. assessing field skills and operational readiness to rapidly deploying new skills, helping enter new international markets, rationalizing existing and new solutions and services, developing, protecting and managing intellectual property, and selecting and managing alliances.
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