Business Challenge

Our client is a cloud-based enterprise software company that provides a suite of products and services for the global insurance industry. Our client wanted to build a robust partner network from which to augment both its internal teams and its customers’ teams in order to execute successful implementations. A successful implementation requires our client’s customers to provide staff and expertise in a numbers of roles. In past experiences, our client found that its customers were not only understaffed but also lacked the expertise and experience required to implement an enterprise software system.

The key issues that faced our client were:

  • Customers were understaffed and lacked the expertise and experience required to implement the enterprise software platform
  • Internal teams needed additional staff in various roles to increase capacity and meet the needs of the project

Client & Engagement Quick Facts

  • Three month project duration
  • 50+ prospective partners researched and assessed
  • 10 RFIs/RFPs sent to prospective partners
  • 30+ references surveyed
  • 5 prospective partner interviews

Our Solution

After completing an assessment to understand the roles and skill sets required, we developed an RFI defining the requirements and a corresponding scorecard template to evaluate each prospective partner. We reviewed each RFI response, objectively scored each prospect based on metrics and criteria defined, and provided a recommendation on which prospective partners are the best strategic fit for our client.

Business Benefits

Our client now has a robust partner network that provides staff augmentation for customer facing roles as well as internal roles for implementations. The partner network will help our client continue to scale and grow its business.

About Kenny & Company

Kenny & Company is an independent management consulting firm providing Strategy, Operations and Technology consulting services to our clients. Our management consulting practice, experience and insight also enable us to provide early stage venture capital investments to select startup companies, and through our philanthropic endeavors to give back to our communities.