Client industry:
Software/Technology

Employee Size:
2,20,000

Customer / Partner Coaching Context:

The commercial Partner team of a large software multinational was wondering why its best partnerships were delivering below potential. The leadership of both the principal and the Partner seemed very aligned – however that alignment was not translating into execution on the field. They turned to us to help them coach their partnership to operate at a higher level.

Customer / Partner Coaching Conduct:

The iceberg is a classic metaphor for what lies hidden. In the case of this partnership, they needed to discover their hidden behaviors and expectations of each other that were not delivering to its full potential. Once clarity emerged on the true expectations and dysfunctions thereof, the teams then started to work in container of trust and safety. We then utilized multiple frameworks to structure their thinking on their joint opportunity and then to set a vision and milestones for their joint aspirations. We then flipped the coin so that they could assess their future potential risks for their joint execution.

Customer / Partner Coaching Results:

With clarity comes commitment. The moment the teams were able to discover their hitherto unspoken expectations of each other, the mood in the conversation completely changed towards the constructive. This increased energy was then channeled into a joint aspiration that helped them define, specific strategies to achieve their joint goals. “Black hat thinking” helped them discover risks and thereby build mitigation plans upfront so that together they can amplify their chances of meeting their joint goals. Reflection and feedback helped create an atmosphere of vulnerability and learning that cemented the partnership further. This engagement was so effective that our customer decided to leverage us for their rest of their strategic partnerships as well.