International software reseller: bottom-up strategy after the business model fell away
- Sector
- Technical software reselling
- Via
- Sprint Valley
- Year
- 2023
- Role
- Session design and facilitation
Situation
A reseller of technical software saw its business model fall away when the vendor started selling direct. The direction was known. The question was how to turn that into initiatives the people doing the work would own themselves: bottom-up, not a plan handed down from above.
What I did
A value proposition and customer journey, whose three phases became three workstreams. The same arc for each stream: discovery, strategy, planning. Nine workshops, fully remote, with break-outs across three countries. Three rules in every session: think together, tight on time, a decision-maker with a name. Video briefings beforehand, red teaming on every plan, planning down to the week.
Where it stands
Per team: initiatives, milestones over two years and a 90-day plan with owners. The teams pitched that to leadership themselves, and the reflections were about how to turn it into action: the adoption question, asked by the people who have to do the work. What got funded I don't know; I ended my collaboration with the agency in February 2024.
November 2023 to January 2024 · 9 workshops, remote · around 60 participants, maximum 20 per session
Skills in this case
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