Case Studies
Retail Energy Company
PROBLEM
- New market entrant in retail electricity industry
- Existing sales concentrated in high risk/highly regulated channels
- Needed new distribution channels to fuel growth
SOLUTION
- Identified new potential distribution channel – grocery retail
- Negotiated pilot partnership program to validate concept
- Signed exclusive long-term deals to lock in growth
OUR RESULTS
Signed Partnership deal with one of the largest grocers in the Northeast
Generated 100,000 new customers over 3 years
Created a new partnership template which led to several other deal signings
Company sold to large Fortune 50 energy company
Top 20 Credit Card Lender
PROBLEM
- New market entrant in middle market credit card banking
- Looking to source more profitable customers in traditionally risky customer segment
- All potential partners had existing relationships with prime market credit card lender
SOLUTION
- Established prospect list of large volume co-brand partners
- Negotiated with both travel partner and their existing prime lender to convince them that this would be a complementary program
- Created win-win positioning and a new model for middle market lenders
OUR RESULTS
Signed partnership deal with a top US airline
Won middle-market RFP for a large, global hotel chain
Partner channel delivering tens of thousands of profitable customers with better economics
Created a new partnership template which led to other signings