Extreme forces at work in the marketplace run counter to traditional business development activities. These forces, beyond the control of the individual sales contributor include: Organizational change and restructuring, shifting business priorities, economic forces, downsizing and rightsizing, outsourcing, M & A activity, digital and social media.
Oftentimes, business partners have decision-making influence and visibility into the forces of change customers are experiencing. In the context of IT and Line of Business Applications, change is often accommodated with partners under MSAs, or discussed through daily interactions with the partner/trusted advisor. These trusted conversations help give the partner input into the customer’s solution roadmaps and technology investments.
Utilizing non-confidential information, KBA seeks to align its client’s services, capabilities and value messages with partner driven/account priorities and investments. KBA clients develop higher value opportunities and sponsorship to target accounts and customers. In order to accomplish this, KBA helps leverage a wide range of information and relationships with customers and partners including:
- Software Publishers and Independent Software Vendors
- Systems Integrators
- IT Workloads aligned with Client Products/Solutions
- Technical Sales Leads, Account Managers, Solution Specialists.
- Microsoft PG, Partner and Field Sales
- Customer and Account Contacts