How to Get Measurable and Profitable Results from Your Partners
Case Study: Red Celcius and Sun MicroSystems
Red Celcius, a small startup with less than 200 employees brought Sun Microsystems, with 40,000 employees, into a major deal at General Motors for their cofigure to quote, monteization and customer relationship management system. GM was struggling to find a way to manage a customer through their buy cycle which included 1000's of options across 1000's of cars across 100's of 1000's of dealerships across 10's of 1000's of sales reps globally. Eliminating this bottleneck was a huge efficiency gain for GM shortining the buy cycle and allowing for more sales in the same amount of time and compounded revenues. (Rule #1) Always start with your customer's requirements and know what specific benefits your combined solution offers.
Red Celcius' CRM application including configuration, montetization and aftercare were built on Sun's J2EE platform. Red Celius was a brand advocate for Sun already strengthining both the brand and technology benefit to the customer. (Rule #2) Know how you compliment your partner's offer and if your brand, business model and technology values are aligned.
GM wanted a guarantee that if they said yes they weren't going to regret their decision to buy. Because the reward far outweighted the risk, Sun and Red Celius covered the costs of an engineering benchmark. The benchark far exceeded expectations. The joint solution sucessfully supported 35,000 concurrent users with a third less servers over GM's existing system. (Rule #3) Demonstrate the transformative value of your joint solution.
In summary, by 1)always reassessing the customer's requirements, 2) aligning branding, monetizaiton and technology values and 3) demonstrating scalability, performance and business transformation the deal closed at well over $25 million for Sun and Red Celcius but the ultimate winner was the customer GM who, in turn, grew their revenues and their business exponentially.
Golden Poppy Marketing can ensure that you too can have this kind of transformational customer success with their proven methodology and long-standing commitment to customer satisfaction. To get a free 45 minute consultation click the "Get Alignment" button below and complete a short survey.
Red Celcius' CRM application including configuration, montetization and aftercare were built on Sun's J2EE platform. Red Celius was a brand advocate for Sun already strengthining both the brand and technology benefit to the customer. (Rule #2) Know how you compliment your partner's offer and if your brand, business model and technology values are aligned.
GM wanted a guarantee that if they said yes they weren't going to regret their decision to buy. Because the reward far outweighted the risk, Sun and Red Celius covered the costs of an engineering benchmark. The benchark far exceeded expectations. The joint solution sucessfully supported 35,000 concurrent users with a third less servers over GM's existing system. (Rule #3) Demonstrate the transformative value of your joint solution.
In summary, by 1)always reassessing the customer's requirements, 2) aligning branding, monetizaiton and technology values and 3) demonstrating scalability, performance and business transformation the deal closed at well over $25 million for Sun and Red Celcius but the ultimate winner was the customer GM who, in turn, grew their revenues and their business exponentially.
Golden Poppy Marketing can ensure that you too can have this kind of transformational customer success with their proven methodology and long-standing commitment to customer satisfaction. To get a free 45 minute consultation click the "Get Alignment" button below and complete a short survey.