1. Challenge:  Addressing partners concern and grievances regarding back office support in

transaction in IT distribution segment which was affecting substantial revenue

2. Selection:  Learning Launch was applied for addressing the same which helped in figuring

out the problem area.

3. Application :When I took over from my previous assignment to my current profile which is

in the IT distribution segment, I found major disconnect in the partner community as far  as addressing the credit related issues which was in turn affecting the transactions. I  observed and figured out that the main concern areas  were mainly due to   disconnect of  the credit team with the partners community. Since credit is an enabler/facilitator in the  sales process, to start with what I did is to accompany the sales team to the top volume  partners and met the owners/directors/finance heads to understand the specific areas of  concerns that needs to be addressed on priority. To have a confidence building measures  among the top partner community what I did is to align myself on a regular basis related  to transactions. This activity helped a lot in getting partners mind share/confidence  towards us which in turn helped in increasing the revenue of the organisation. The same  process was slowly applied to other partners both in the city and upcountry where I had  to travel extensively to meet each of them since the dynamics of the Biz is different with  different partners. I broadly listed down the concern areas which were mainly pertaining  to the extension of credit limits ,credit periods and accounting issues and with some  partners it’s the combination of all. I along with  the senior sales team  formed a core  committee who meets every once a week to address these issues and took necessary  corrective measures as far as all the above points are concerned. We also introduced the  system of sending accounts statements to the partner on a monthly basis where in the  partner was in a position to know the transaction details and introduced tele-calling  facility to the partners accounts team to monitor the same. This activity helped in bringing  more than 30% of the inactive partner back to our fold and helped us make the  organisation grow.

4. Insight: I could understand the partners needs/ grievances much better while

meeting/discussing & thus find out the reasons behind partners reluctant of doing  transactions with us . I could figure out the issues & addressed it too which helped us  increase our revenue.

5. Approach: Learning launch helped us to understand the issue which prompted me to do

act instantly for plugging the problems. The same tool can be used for other Industries  also which will take the back office support functions to  new dimensions.


1 . Challenge : Addressing partners concern and grievances regarding back office support in transaction in IT distribution segment which was affecting substantial revenue 2 . Selection : Learning Launch was applied for addressing the same which helped in figuring out the problem area . 3 . Application : When I took over from my previous assignment to my current profile which is in the IT distribution segment , I found major disconnect in the partner community as far as addressing the credit related issues which was in turn affecting the transactions . I observed and figured out that the main concern areas were mainly due to disconnect of the credit team with the partners community . Since credit is an enabler / facilitator in the sales process , to start with what I did is to accompany the sales team to the top volume partners and met the owners / directors / finance heads to understand the specific areas of concerns that needs to be addressed on priority . To have a confidence building measures among the top partner community what I did is to align myself on a regular basis related to transactions . This activity helped a lot in getting partners mind share / confidence towards us which in turn helped in increasing the revenue of the organisation . The same process was slowly applied to other partners both in the city and upcountry where I had to travel extensively to meet each of them since the dynamics of the Biz is different with different partners . I broadly listed down the concern areas which were mainly pertaining to the extension of credit limits , credit periods and accounting issues and with some partners it ’s the combination of all . I along with the senior sales team formed a core committee who meets every once a week to address these issues and took necessary corrective measures as far as all the above points are concerned . We also introduced the system of sending accounts statements to the partner on a monthly basis where in the partner was in a position to know the transaction details and introduced tele - calling facility to the partners accounts team to monitor the same . This activity helped in bringing more than 30 % of the inactive partner back to our fold and helped us make the organisation grow . 4 . Insight : I could understand the partners needs/ grievances much better while meeting / discussing & thus find out the reasons behind partners reluctant of doing transactions with us . I could figure out the issues & addressed it too which helped us increase our revenue . 5 . Approach : Learning launch helped us to understand the issue which prompted me to do act instantly for plugging the problems . The same tool can be used for other Industries also which will take the back office support functions to new dimensions .