FUTURE TECHNOLOGY between the business development and marketing teams from both sides .
This function also supports the horizontal practices team , which defines the training and certification programmes that Radix University manages . They have joint sales responsibilities with Radix business units with defined targets every fiscal year .
Go to market
From a technological perspective , having one solution to address all the challenges of a digital transformation programme is rare . Once the best business cases are defined , Radix identifies which combination of technologies will provide the most reliable , user-friendly , and scalable architecture to fit the programme journey .
Based on these premises , Radix defines which technology partners have the most impactful technologies to enable long-term relationships . The advent of data platforms is a good example . The software industry had to evolve and offer solutions enabling data gathering from several different sources and contextualising them to extract the most value from the information produced by all the analyses performed .
For Radix , its technology partners are great channels to start sales cycles . Either a partner conference or a referral helps with the beginning of the conversation . Radix aims to meet Chief Digital Officers , CIOs , Operations Excellence EVPs , and Engineering VPs since they have a broader view of the business landscape that technologies in their organisation can impact .
Radix does not work with channel partners . Radix works with its technology partners in pursuit of joint opportunities where their solutions are combined with consulting , engineering , operational technology , and software capabilities from Radix , to deliver a higher value to Radix ’ s customers .
Radix ’ s alliance partners break the inertia of the sales cycle with their conferences and direct referrals . To be proactive , Radix develops joint business plans to target specific
The Radix game plan
• Radix works with market leaders of the software industry .
• Radix has a broad range of offerings and combines cloud infrastructure , industrial software , and data platforms .
• Radix selects the best technologies available , focuses on value delivered to customers , facilitates internal training and certification programme .
• The Strategic Alliances programme counts on analysts and regional managers handling the relationship with technology partners .
• Once the best business cases are defined , Radix identifies which combination of technologies will provide the most reliable , user-friendly , and scalable architecture to fit the programme journey .
• Radix defines which technology partners have the most impactful technologies to enable long-term relationships .
• For Radix , its technology partners are great channels to start sales cycles .
• Radix aims to meet Chief Digital Officers , CIOs , Operations Excellence EVPs , Engineering VPs since they have a broader view of the business landscape that technologies in their organisation can impact .
• Radix develops joint business plans to target specific segments , customers , and technologies .
• During the engagement , Radix learns about the organisation ’ s main challenges and pain points to provide proper adoption of its partner technology .
• An important step is identifying business cases that will bring the most value and then aligning with the customer on the results .
• Radix often finds that Chief Digital Officer is the new persona they need to engage with to address digital transformation .
• Convergence between operation technology and information technology requires a combination of domain expertise to design the strategy .
• In dealing with innovative technologies , business cases need to be more detailed to avoid failures , making the sales cycle longer .
segments , customers , and technologies . The business plan enables interaction between account managers and defines joint marketing actions and campaigns to feed the pipeline of opportunities .
Decision makers
During the engagement with new contacts , Radix learns more about their organisation ’ s main challenges and pain points to provide proper adoption of its partner technology . The final step is identifying the business cases that will bring the most value and then aligning with the customer on the expected results . During these engagements , Radix often finds that the Chief Digital Officer
Delivering complex solutions at a highquality level puts Radix in the select group programme of its technology partners .
is the new role , or persona , that they need to engage with to address digital transformation discussions .
INTELLIGENT TECH CHANNELS 35