Strategic Planning

Our client is the Services Division of a leading IT Vendor. They recognised that transformations to their Channel Programme was having a significant impact upon key partners who had previously built their business around ‘old methodologies’. To help these partners to adapt they engaged Demuto to facilitate Services Transformation Workshops.

Using our experience of growing a successful channel services business we developed a 3 stage workshop programme. Our start point was to perform an assessment of each partner relationship and their current performance. This identified areas of weakness and opportunity which were presented to the client in the form of detailed preparation reports.

Demuto then facilitated a series of 1 day, offsite workshops with executive representatives from each partner and the vendor. This followed a structured framework that guided them through a period of discovery, discussion, consensus building and then planning so that a new series of growth initiatives could be agreed and documented.

Critical to the success of this programme was the nature of our ongoing involvement; Demuto remain engaged for further six month period holding regular governance calls and escalating any issues that were causing the initiatives to stall.

The workshops helped the vendor to reenergise previously strong relationships, rebuild bridges with vital partners and deliver surety on a mutual future

“Demuto has recently conducted an assessment program on our Technical Services business in a truly independent way. They have been able to understand the concerns and different angles of both sides - vendor and channel partner, and have provided valuable insight based on their vast experience running and growing a similar - although larger - business in Europe. Time spent with Demuto has been very productive from a professional viewpoint, and very pleasant from a personal one”

— Managing Director, Middle East