Client Assignment · Technology · Enterprise Software
A new application portfolio. No channel strategy to bring it to market.
A Fortune 500 enterprise software company assembled from internal development and multiple acquisitions. The technology existed. The channel to sell it did not.
CLIENT
Fortune 500 enterprise software company
OUTCOME
Complete channel strategy and partner ecosystem delivered
THE CHALLENGE
A complex application market — and a channel model built for something entirely different.
The organization had assembled a significant enterprise application portfolio — part internally developed, part acquired. The product existed.
The problem was getting it to market in a space where the company had limited application expertise and customers needed deep implementation capability.
What Made This Different
Starting from the revenue target, not the existing channel.
Most channel strategies start from what the organization already has — existing partners, existing programs, existing relationships. Vaxa built this one from the revenue target down.
WHAT vaxa DID
From addressable market to implemented ecosystem.
01
Addressable Market Sizing
Built the addressable market for the application portfolio — by segment, by geography, by deployment model. The market size was the foundation for every channel decision that followed.
02
Channel Strategy & Partner Mix
Defined the optimal direct/indirect split, the partner types required at each tier, and the coverage model needed to reach the target revenue. The sales value chain was mapped across direct and indirect — from opportunity identification through ownership and development.
03
Partner Program Design
Designed the full partner program framework — tier structure, qualification criteria, investment model, incentive architecture, and enablement requirements. Built to attract and retain the partners needed to win in the application market.
04
Organizational Architecture & Implementation
Designed the internal and external organizational structure to execute the channel strategy. Worked hand-in-hand with the organization through implementation — from partner recruitment through to the first revenue cycle.
The Outcome
A channel strategy built to produce revenue — not visibility.
01
Complete channel strategy delivered
A full channel strategy from addressable market to partner program — built around the revenue target, not inherited from the existing model.
02
Partner program framework designed and implemented
Tier structure, qualification criteria, investment model, and incentive architecture — built for the application market specifically.
03
Ecosystem recruited to the architecture
Partners identified, qualified, and recruited to the channel model Vaxa designed. The ecosystem built to the specification, not assembled opportunistically.
04