The challenge
LIW has a long relationship with Cisco, delivering leadership development programs across many areas of the business and at multiple levels of leadership.
The Partner Consulting Academy (PCA) is a program that supports Partner Account Managers (PAMs) in Cisco to develop leadership skills to enable them to strengthen their partner relationships and ultimately increase sales.
Cisco UK PAM, Tim Exley, attended the PCA program and identified the opportunity to strengthen the relationship between Cisco and his key partner Logicalis through the application of a simple and highly effective strategic methodology – the LIW Organisational Leadership Architecture (OLA).
Logicalis is a global large systems integrator. It has been a Gold Partner of Cisco since 1999.
Building on his credibility for strong business delivery, Tim initiated a workshop to identify a common purpose and mutual goals for the partnership in order to drive improved collaboration and business results. Logicalis senior management embraced the approach and committed to it.
"Partnership and collaboration are at the core of Cisco’s business model. Joint planning, using a common framework, provides Cisco and its partners with a clear competitive advantage." - Robert Stone, Chief People Officer, Wunderman Thompson
The solution
Tim’s workshop resulted in the two teams creating a map of their business relationship providing visibility of key business drivers for both Cisco and Logicalis and setting up the Conditions for Success for both:
CISCO – LOGICALIS Relationship Dashboard
PURPOSE: “Working as one to deliver measurable business value through innovation”
VISION: “To have built the BEST partnership (as seen in Cisco and Logicalis) that is delivering 10% compound annual growth of Advanced Technologies by year-end
CULTURE: Includes commitment to execution, honesty and integrity, act as one, risk, trust, appreciation and fun
MEASURES: outcomes defined and aligned
STRUCTURE: clear roles and responsibilities, peer-to-peer.
SYSTEMS AND PROCESSES: Common metrics and language
BEHAVIOURS: Includes cooperative, long-term, adaptable
KNOWLEDGE AND SKILLS: Defined K&S for both teams with training identified to fill gaps and mutual support provided
This approach has elevated our conversations to a strategic business level, rather than a transactional engagement. We are more agile to respond proactively to changes in the marketplace. - Tom Kelly, Managing DirectorLogicalis UK
The Impact
Strengthened relationships
The LIW approach enabled teams from Cisco and Logicalis to work together to identify a common purpose and goals for their relationship.
- Ambitious revenue and profit targets are supported by a collaborative commitment.
- The whole relationship is mapped out on one sheet of paper.
“Cutting through the BS and identifying key business drivers for Cisco and Logicalis" - Tom Kelly, Logicalis Managing Director
- Peer-to-peer connections create depth in the relationship – regular meetings maintain engagement and alignment at multiple levels in both organisations.
- The Traffic light system highlights potential opportunities and challenges in time to respond effectively and positively, with a focus on mutual goals.
- This relationship differentiates Cisco from other partners Logicalis is currently working with.
Partnership builds Cisco credibility and revenues
“Whilst Cisco is not the largest vendor for Logicalis in terms of revenue, the relationship is the strongest” - Mark Starkey, Commercial & Services Director, Logicalis
- 29% revenue growth in the Cisco-Logicalis partnership.
- Logicalis UK has committed an additional business development role to the Cisco-Logicalis team in order to build joint revenues in the commercial sector.
- Logicalis has invited Cisco to partner with them in applying this approach to a key strategic account. This 2-year collaboration aims to transform a business relationship into a true partnership with value-add for all parties including higher revenues, greater profitability and more efficient execution.
- This example of successful collaboration for Cisco and partners will strengthen Cisco’s reputation as a business partner of choice for global IT businesses. It is a key differentiator in high-value transactions.
"The partnership dashboard enabled us to see that we needed to put more skin in the game to achieve our goals. I want to apply this approach with other strategic opportunities." - Tom Kelly, Managing Director Logicalis UK