Objectives and Initiatives
- Partners with individual complementary capabilities to meet a larger solution need / requirement in the bank
- Engaged the client in the planning process
- 3 way negotiation
Industry:
Global Technology Solutions Provider
Location:
ASEAN, ANZ
![]()
Solutions
- Sales-as-a-Service Negotiation Module
- Sales-as-a-Service Deal Win Planning
- Sales-as-a-Service Collaboration Framework
Results
- Joint account plan
- Alignment of partners to banks strategic and IT transformation roadmap
- Buy-in from the group executives and the bank
- Established joint operating model in the bank - $82M pipeline
Lessons Learnt:
- Clarity on joint sales motion and stakeholder representation in the account
- Navigating the compensation scenarios
- Determining value being sought from partners and bank - three way outcomes mapping
