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IT Distribution Key Account Managers Programme

MPI Learning Case Study

A Cisco Distributor who creates sales through its Partner network. Partner relationships are critical as the distributor is in direct competition with others in the region some of whom are global which potentially gives them a competitive advantage. However, size doesn’t always make the difference, the better the relationship and value add is, the more chance of securing better market share over the larger distributors.

IT Distributor Key Account Managers Programme – Case Study


What the issue was

The challenges faced by the Key Account Managers were that the Distributor has a large volume of Partners across its business and is currently struggling in driving partner purchase volume and adding value to the top account partners. The Account Managers do not have Account Plans with top partners to grow mutual business.

How we solved this

After conducting a small amount of research on how the Account Managers currently operate, we created a programme to  Identify the type of information that is required in the Account Managers Key Account Plans. Discuss the skills and behaviours that are crucial in delivering key account and stakeholder management. Developed the thought process of better understanding of Partners and their business drives great relationships and increased sales across both hardware and software.

Developed the skills and behaviours required to uncover the partners strategies, customer needs so that account plans could be created, implemented and became the ‘way we do things’. Created a specific partner plan for one partner which was presented to the facilitator and business leader.


MPI delivered a 2 day programme with WebEx follow up to check on progress. Each Account Manager developed their Partner plans and implemented these across the cisco business There was an increase in added value by the partners and the business alike and partner relationships were enhanced demonstrated by an increase in market share.

key account managers programme, it distribution, cisco

What the Client said

“MPI have delivered what we believe was probably one of the most effective training sessions we ever had for our Key Account Managers as it combined background theory and practical hands-on work on real partner account plans”

If you would like to know more please get in touch


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