Created Channel and Influence Partner Program to Increase Sales Our client, an enterprise software company, wanted to achieve greater consideration with channel and influence partners serving the mid-market. CHALLENGES The project required segmenting the mid-market including developing a framework to categorize the ecosystem of channel and influence partners (VARs, ISVs, SIs, consulting firms, CPAs, bankers, and industry associations) and creating a catalog of partners by category and by industry SOLUTIONS Crimson developed a rigorous set of partner profiling characteristics and, through primary and secondary research, developed a holistic partner catalog which profiled each partner in the ecosystem RESULTS The Crimson deliverable helped our client understand who the leading influence partners are, where they provide value in the partner ecosystem and what levers to pull to encourage these influence partners to work with them

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