Partnership Plan
https://sites.google.com/view/copperwirecutler/sales/partnerships
Embedded Files
Competitors... or Partners... or references:
Interesting criteria for Partners/Vendors: https://www.abbvie.com/who-we-are/operating-with-integrity/responsible-supply-chain/supplier-resources.html
See below "PARTNERSHIP PLAN - April 2023"
SALES CHANNELS
We call our Levels:
Partner
Charter
Early Customer
CCP?
DIRECT SALES TO:
CSO
Supply Chain Management
IT
C-Suite
Procurement
Government Reporting
?
PARTNERSHIP CHANNELS:
IT Integrators
Value Added Resellers (VARS)
Distributor and Supplier Relationships
Strategic Alliances - Consultants,
Joint ventures
?
QUESTION:
Should we partner with one more complete vendor ... or an alliance to deliver company-wide solutions.
See how Workiva is positioning across company needs
Maybe with these ESG platforms
https://sustainabilitymag.com/top10/top-10-esg-platforms
One of my best “Partnership Industry” connections is Jay McBain https://www.linkedin.com/in/jaymcbain
Great insights… and helpful ecosystem infographics
https://canalys.com/insights - http://jaymcbain.com/
QUESTION:
Should we be classified as Channel Data Management (CDN)?
https://www.canalys.com/insights/cdm-tools
RELEVANT:
Here is an excerpt about Partnerships and the Sustainability market:
In a recent survey, we are seeing 47% of channel partners now generating revenue in this space. Canalys expects the sustainability software and consulting markets will continue to thrive as AI presents new opportunities to streamline reporting and regulation compliance.
From:
His team's assessment of the marketplace... with our competitors (partners?):
Others:
https://pulsora.com/ - https://pulsora.com/newsroom/series-a-and-rebrand/
https://www.linkedin.com/company/makersitede/ - Product Management
Thru (Competitor?) https://www.linkedin.com/company/sustainlife
product life cycle management (PLM) Gartner Report with SpecSights
Potential partnerships - (This is from a conversation and email Rakesh Summer 2023) -
What is my next step with EWG? https://www.ewg.org/ewgverified/
>> Good cause... terrible use of Media
PARTNERSHIP PLAN - April 2023
Here is an outline to discuss our options for partnering, market statistics, a go-to-market sales and marketing strategy, and a sales plan with tactics.
For initial outreach interviews, I included a list of relevant IT integrators and VARs in the US
Overview of Partnering Options:
IT Integrators: These companies specialize in integrating various IT solutions into an organization's existing infrastructure. Partnering with IT integrators can help position Impact Chain as a seamless addition to a corporation's technology stack.
. Value-Added Resellers (VARs): VARs typically offer a range of IT products and services to corporate clients. Partnering with VARs allows you to tap into their established customer base and offer Impact Chain as an essential component of their sustainability and supply chain solutions.
Market Overview with Statistics:
- The sustainability management market is projected to grow at a CAGR of over 12% by 2025, driven by increased regulatory requirements and a growing emphasis on sustainability in corporate strategies.
- In 2023, procurement leaders are prioritizing supply chain transparency and sustainability. Approximately 80% of surveyed procurement professionals cite sustainability as a critical factor in supplier selection.
- Corporate IT spending is on the rise, with a focus on digital transformation and sustainability. The global IT market is estimated to reach $4 trillion by 2023, presenting a significant opportunity for technology integrations like Impact Chain.
Go-to-Market Sales and Marketing Strategy:
1. Positioning Impact Chain:
- Highlight Impact Chain as a solution that aligns with the corporate sustainability agenda, procurement transparency, and IT modernization.
- Emphasize the platform's Web3 capabilities for immutable data recording and trust-building.
2. Target Audience Segmentation:
- Segment your target audience into four key groups: corporations, procurement departments, IT departments, supply chain managers, and Sustainability leaders.
3. Content Marketing:
- Create engaging content that speaks to each audience segment. For instance, whitepapers on blockchain's role in sustainability for IT professionals and case studies showcasing cost savings for procurement managers.
4. Partner Enablement:
- Develop a comprehensive partner enablement program that includes training, marketing collateral, and technical support.
5. Market Entry:
- Start by identifying key geographic regions or industries where sustainability and supply chain transparency are highly valued.
Sales Plan with Tactics:
1. Partner Recruitment:
- Identify potential IT integrators and VARs with a strong presence in your target industries and regions.
- Leverage your existing network and industry events to connect with potential partners.
2. Joint Marketing Initiatives:
- Collaborate with partners on co-branded marketing campaigns targeting each audience segment.
- Leverage partner webinars, seminars, and conferences to showcase Impact Chain.
3. Sales Training:
- Provide in-depth training to partner sales teams on Impact Chain's features, benefits, and value propositions.
4. Deal Registration:
- Implement a deal registration system to incentivize partners to bring in opportunities.
5. Plan for Regular Reporting and Feedback:**
- Establish a feedback loop with partners to gather insights into market trends and customer needs.
6. Metrics and KPIs:
- Monitor key metrics such as partner-generated leads, conversions, and revenue contribution.
7. Customer References:
- Use successful customer references and testimonials to build credibility with prospects.
Here is a list of some relevant IT integrators and VARs in the US:
1. **Company: CDW Corporation**
- Location: Lincolnshire, Illinois
- URL: [CDW Corporation](https://www.cdw.com/)
- LinkedIn: [CDW LinkedIn](https://www.linkedin.com/company/cdw-corporation)
- Description: CDW is a leading provider of technology solutions for business, government, education, and healthcare. They have a strong presence in IT integration and services.
2. **Company: SHI International Corp.**
- Location: Somerset, New Jersey
- URL: [SHI International](https://www.shi.com/)
- LinkedIn: [SHI LinkedIn](https://www.linkedin.com/company/shi-international-corp.)
- Description: SHI is a global IT solutions provider offering a range of services, including software and hardware procurement, IT consulting, and cloud solutions.
3. **Company: Insight Enterprises, Inc.**
- Location: Tempe, Arizona
- URL: [Insight Enterprises](https://www.insight.com/)
- LinkedIn: [Insight LinkedIn](https://www.linkedin.com/company/insight)
- Description: Insight is a Fortune 500 company providing IT solutions to businesses. They focus on helping organizations manage their technology needs effectively.
4. **Company: DLT Solutions**
- Location: Herndon, Virginia
- URL: [DLT Solutions](https://www.dlt.com/)
- LinkedIn: [DLT LinkedIn](https://www.linkedin.com/company/dlt-solutions)
- Description: DLT Solutions specializes in providing software and services to the public sector, including federal, state, local, and education customers.
5. **Company: Zones, Inc.**
- Location: Auburn, Washington
- URL: [Zones](https://www.zones.com/)
- LinkedIn: [Zones LinkedIn](https://www.linkedin.com/company/zones-inc)
- Description: Zones is a technology solutions provider with a focus on helping businesses enhance their IT infrastructure.
6. **Company: PCM, Inc. (now part of Insight)**
- Location: El Segundo, California
- URL: [PCM, Inc.](https://www.insight.com/en_US/shop/pcm.html)
- LinkedIn: [PCM LinkedIn](https://www.linkedin.com/company/pcm-inc-)
- Description: PCM, now part of Insight, offers technology solutions and services to organizations, including procurement and IT support.
7. **Company: WWT (World Wide Technology)**
- Location: St. Louis, Missouri
- URL: [WWT](https://www.wwt.com/)
- LinkedIn: [WWT LinkedIn](https://www.linkedin.com/company/wwt-world-wide-technology)
- Description: WWT is a technology solution provider known for its expertise in digital transformation, including IT integration, software, and consulting services.
8. **Company: ePlus Technology, Inc.**
- Location: Herndon, Virginia
- URL: [ePlus Technology](https://www.eplus.com/)
- LinkedIn: [ePlus LinkedIn](https://www.linkedin.com/company/eplus)
- Description: ePlus offers a wide range of IT services and solutions, focusing on helping organizations optimize their technology investments.
9. **Company: Connection (formerly PC Connection, Inc.)**
- Location: Merrimack, New Hampshire
- URL: [Connection](https://www.connection.com/)
- LinkedIn: [Connection LinkedIn](https://www.linkedin.com/company/connection)
- Description: Connection provides technology solutions to businesses, government, and education sectors, emphasizing customer-centric IT services.
10. **Company: Optiv Security Inc.**
- Location: Denver, Colorado
- URL: [Optiv](https://www.optiv.com/)
- LinkedIn: [Optiv LinkedIn](https://www.linkedin.com/company/optiv-inc)
- Description: Optiv specializes in cybersecurity solutions and services, offering comprehensive IT security strategies to organizations.
11. **Company: Forsythe Technology (now part of Sirius)**
- Location: Charlotte, North Carolina
- URL: [Forsythe Technology](https://www.siriuscom.com/)
- LinkedIn: [Sirius LinkedIn](https://www.linkedin.com/company/sirius)
- Description: Forsythe Technology, now part of Sirius, provides IT solutions and services with a focus on data center, cloud, and security.
12. **Company: Presidio, Inc.**
- Location: New York, New York
- URL: [Presidio](https://www.presidio.com/)
- LinkedIn: [Presidio LinkedIn](https://www.linkedin.com/company/presidio)
- Description: Presidio offers IT solutions and services, including cloud, security, and digital infrastructure, to help organizations achieve their technology goals.
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