X2M Solution Area: Strategic Marketing and Implementation

Industry: Financial Services, Healthcare, Life Sciences, Manufacturing, Retail

Problem to Solve: X2M's client was looking to create a business development roadmap for their solution providers to evaluate and pursue critical vertical market industries.

X2M Deliverables: X2M provided comprehensive research and analysis of the regional markets for each target industry, providing sales and technology marketing strategy for our client's solution provider partners to pursue market opportunities. Activities included:

• Execution of primary and secondary research of targeted vertical markets at a regional level
• Quantitative analysis of each market based on available statistical data to estimate the opportunities
• Research focused on providing a glimpse into actual end-user accounts and their use of the technology channel to achieve business goals
• Creation of a step-by-step roadmap for pursuing the market highlighting detailed activities for more efficient market entry
• Detailing case studies, success stories and technology participants for each industry
• Building a tool kit for X2M's client to leverage in face to face business development activities with their partners

Result: This project created the foundation for our client's efforts to help their customers move into key vertical markets across the country based on regional requirements.

X2M Solution Area: Channel Design and Development

Industry: Security

Problem to Solve: X2M's client was a start-up organization looking to develop an effective sales channel model and recruit strategic security solution providers to implement the strategy. The overarching business objective was to double the company's sales through channel partners.

X2M Deliverables: X2M provided a comprehensive analysis of the marketplace and the identified the internal requirements and business challenges to create the new channel model and program. Activities included:

• Execution of competitive research of key security companies and their channel programs
• Conducting primary research, based on a series interviews with the client's field sales teams to capture "feet on the street" requirements for their channel model
• Creation, design and development of a channel program based on the strict budget requirements
• Delivery of a detailed channel model describing the key channel elements including training, certification, co-op, tiered offerings and marketing programs
• Identification, profiling and analysis of select solution provider candidates supporting the client's new channel strategy

Result: X2M's client launched a new, comprehensive channel model and provided back-ground details for the sales team to recruit new solution provider accounts

X2M Solution Area: eBusiness Strategy and Architecture

Industry: Technology and Distribution

Problem to Solve: X2M's client was looking to enhance their relationship with key customers leveraging eBusiness services to enhance customer satisfaction and improve internal operational efficiency.

X2M Deliverables: X2M was charged with capturing the key business and functional requirements and to build a gap analysis that ensured that new eBusiness initiatives are on target and drive value through their partnerships. X2M engaged in the following activities to complete the solution:

• Developing a comprehensive analysis of the existing systems including functionality and usage trends
• Identifying a representative set of key customers, based on existing data, to target for data collection and analysis
• Creating a research plan and interview guide to drive the necessary primary research
• Executing primary research through an open-ended interview process that captured the unique sales cycle characteristics of the target customers, capturing a high level of detail
• Modeling the target customer's use of tools and processes and mapping these against our client's own internal systems
• Identifying and prioritizing relevant data and functional gaps between the client's systems and those of their key customer partners
• Building a comprehensive roadmap and set of recommendations to guide the development of the next generation electronic services, leveraging and extending the client's current competitive advantage

Result: X2M's client is leveraging the findings to develop the next generation of cost effective eBusiness capabilities to maintain their marketplace competitive advantage.

Client Success Story #4: East Coast Solution Provider

X2M Solution Area: Strategic Marketing and Implementation

Industry: Technology

Problem to Solve: X2M's customer was looking to transition their business from a tradition solution provider business model to that of a software vendor.

X2M Deliverables: We engaged in the following activities to determine the viability of the business strategy:

• Created and implemented a customer survey with existing and potential new business customers
• Researched the marketplace, identifying a wide diversity of competitive companies
• Identified the most receptive target audience for the software solution
• Developed a strategic technical roadmap for the software product with enhancements and suggestions based on end-user input
• Built a strategic and tactical marketing and business plan for software launch, including anticipated costs based on the chosen strategy

Result: From our suggestions, the customer recognized that the development of a full-blown software company was cost-prohibitive. Our client instead decided to offer the software solution to existing customers which enhanced both revenue and customer loyalty.

Client Success Story #5: International Distributor

X2M Solution Area: Solution Provider Identification and Recruitment

Industry: Technology and Distribution

Problem to Solve:X2M's customer was looking to penetrate new vertical markets through the identification and analysis of potential solution provider partners participating in targeted industries.

X2M Deliverables: X2M engaged in the following activities to develop a solution for this customer, including:

• Research in North America (Canada & USA) to identify potential customers matching the project requirements
• Identification and initial screening of potential customers to ensure a reasonable profile match
• Personalized discussions with regional sales teams to gain "feet on the street" input on the accounts
• Customer survey engagements via email and phone conversations with potential customers to determine their level of interest in developing a relationship with our customer
• Complete strategic and tactical reports on each account for use by our customer's sales team·
• Report on trends recognized through customer survey
• Hot, warm and cold sales leads and information provided to the account

Results: Our client contacted, recruited and approved new, industry-focused customers.

Client Success Story #6: International Software Company

X2M Solution Area: Channel Design and Development

Industry: Technology and Distribution

Problem to Solve: X2M's client wanted to quickly launch and develop a strategic solution provider in the Western United States, leveraging their sales and technical expertise into critical customer accounts.

X2M Deliverables: X2M designed, developed and assisted in the implementation of a solution provider business development program to launch the relationship, including:

• Creation of an engagement roadmap for sales, marketing, engineers and executives for effective account launch
• Development of specific action items necessary for launching successful partnerships including issues like pricing, margin, operational concerns, RMA's and the ordering process
• Sales, revenue and end-user planning to effectively develop the short and long-term expectations of the joint partnership
• Design and creation of a tactical marketing plan with specific activities to effectively launch the relationship to the end-user community

Results: An effective launch resulting in immediate sales and penetration into key end-user accounts.

To learn more about X2M's success working with a variety of clients contact us today.