Our ClientsCDL has achieved considerable success for our clients in a number of challenging environments – a quick scan of this case studies section will give you a good overview of the spread of the projects we have been engaged on “to make a difference”. 
Cisco and HP have a longstanding global partnership. Despite a generally excellent relationship they found there were markets/geographies where there was little alignment or even some contention. CDL carried out an Alliance Tracker project, mapping the perceptions of key stakeholders and the gap between them. We recommended they implement a joint governance and offer development process co-ordinated for Europe.
Motorola Enterprise Mobility needed to move its indirect channel from a product to a solutions focus. CDL ran a Channels Audit and mapped partner solutions to market segment supported by revised internal and external roles and a common business planning framework for CAMs and partners. The resulting channel strategy enabled the existing base to be defended and new markets to be developed with the same resources.
Cisco and one of its top partners were competing to sell support services to the same Accounts. CDL ran a joint market planning exercise and facilitated a joint account planning workshop which agreed 3 lists of accounts - those Cisco would sell to, those the partner would sell to and those to be dealt with case-by-case.
Check Point’s Partner programme was creaking under the strain of an increasingly broad product range. A channel audit established that the one-size-fits all approach was no longer appropriate. CDL and the management team have developed a new strategy which deploys partners selectively into those markets where they can offer differentiated value.
Dell Europe simultaneously launched an indirect Product Channel and a Preferred Service Partner programme. CDL worked with the two teams to align the two strategies using a market model and partner profiling approach. The result was a coherent channel strategy for services partners consistent with the needs of the indirect product channel. 
Thomson Reuters needed a new approach to target market selection to enable the newly merged companies to address their markets in a consistent and effective way. CDL worked with stakeholders from all of the divisions on a global basis The resulting segmentation strategy was simultaneously pragmatic and comprehensive and will enable the divisions to cooperate transparently and effectively.
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