Case Study: a U.S. fire alarm system manufacturer improves channel partner management with Alexander Group

U.S. Fire Alarm System Manufacturer improves channel partner management with Alexander Group and 93% survey response

A U.S. fire alarm system manufacturer faced a challenge in managing its 300+ channel partners, as leadership had limited insight into their strategies and capabilities. The company needed to re-evaluate its coverage model and partner management approach, seeking a consistent way to assess relationships and understand what partners desired from a vendor. To address this, they engaged the Alexander Group.

The Alexander Group conducted a channel assessment via an online survey and interviews, achieving a 93% response rate to collect capability data from the majority of partners. They developed a comprehensive partner scoring model for the client to vet future partnerships based on financial strength and strategic fit. This solution provided detailed insight into partner capabilities and strategic goals, highlighting strengths and areas for improvement within the channel program.