We asked Rich and KP Channel Growth Associates to help us rationalize a partnership we had recently entered into. He very quickly restructured the partnership from a loosely formed marketing arrangement to a well-structured alliance covering global joint product development and an integrated Go to Market strategy. Rich’s Alliance Management experience and hands on execution enabled Collabor, an emerging software growth company, to win new business in some of the world’s largest companies.
- Sandeep Kaujalgi, CEO, Collabor
We asked KP Channel Growth Associates to build and execute a partner based US market entry program for our global warehouse and supply chain software solution. Rich led the efforts to define our positioning strategy and then built the required partner relationships. This included the initial recruitment and contract negotiations, building collaborative marketing and account specific sales plans and helping shepherd the on-going relationships. Rich's insights, attention to detail and comprehensive marketing plans provided us with a well-defined partner led program positioning us for US market success.
- Steve Zimmerman, Vice President, Aurionpro
We engaged Rich and his company to help us identify the issues CyberExtruder faced in developing a distribution channel for our new commercial software products, establish a Channel Go to Market strategy and then build a road "map for execution. He quickly grasped the unique characteristics of our market, company and products and did a great job in leading us through the process of prioritizing our options. His step by step implementation recommendations have helped us get a fast start and we look forward to continuing our work with Rich and his firm as we execute the plan.
- Larry Gardner, CEO, CyberExtruder
We hired Rich and his company to provide an assessment of our channel programs and partner portal. This involved establishing a detailed understand our Partner ecosystem's current enablement requirements and assessing how these needs would change over time. He did a tremendous job providing insight into the health of the channel as well as uncovering high priority needs for a partner portal and the overall partner program. I would definitely hire Rich again. He and his company have a wealth of knowledge and insight in all areas of channels and their work allowed us to prioritize our enablement initiatives much more effectively.
- Bob Palumbo, Vice President, Progress Software
I hired Rich and KPC to perform a route to market study and provide a recommendation in support of a strategic decision I needed to make regarding a new product/market opportunity for my company. I needed someone I could trust, someone who could quickly help me structure my thinking and identify the information necessary to make a decision, someone who could efficiently and effectively collect and present that information, provide me with the business impact of the various alternatives as well make a recommendation on how I should proceed. Rich did an outstanding job in a very limited time frame. He is an outstanding business executive who helped me make a decision not to pursue a direction that would have been very harmful to the company. I still call on Rich on an informal basis to help me think through sales channel issues. I would hire him again without hesitation.
- Paul Nicholas, CEO, Millivision
JDA recently initiated a revamp of our global partner alliance program, and based on a recommendation, we engaged Rich Aroian of KP Channel Growth Partners. Rich provided very insightful advice to our team at JDA, across a number of topics related to getting program design and blueprinting done in the most effective way. Not only did Rich support us with advice, he was able to deliver hands-on design/build options for our new partner MDF program. Early on from meeting Rich, it was obvious that he possesses a very vast set of industry experiences and he was able to share with us as his client. Rich is a great listener; he really dug in to understand our goals, and he devised recommendations which allowed us to refine our new partner program with a design and operational framework which is a great fit for JDA. I would enthusiastically recommend Rich Aroian for any solutions company wanting to evolve their channels go to market strategy and programs. Thank you Rich for partnering with us at JDA!
- Greg O'Sullivan, Group Vice President, JDA