Foster MacCallum Is Able to Generate Partner Channel Development Research for Clients 30% Faster, Improve Cost Efficiency by 30%, and Reduce Sales Cycles by 20%

NEW YORK CITY, NY and LONDON--(June 29, 2010) - Bluewolf (http://www.bluewolf.com), the agile business consulting firm, today announced the success of its client UK-based Foster MacCallum International Ltd. (http://www.foster-maccallum.com/) in growing its partner channel development business in the cloud. Using its Business Transformation Platform, Bluewolf is enabling this specialist in partner channel development for the IT industry to take advantage of the operational scalability inherent in the cloud computing model to expand its services, adapt to changing customer needs and consequently, win 40% more business.



"Bluewolf not only implemented technology for us; they helped us to take a step back and review our business processes to ultimately identify better ways to serve our customers," said George Dziedzic, founder and managing director, Foster MacCallum.



"Foster MacCallum is a terrific example of a company that understands that successful technology implementations are rarely just about technology; success lies in knowing how to use technology to bring about improvements in business process," said Penny O'Rourke, managing director, EMEA, Bluewolf. "Cloud computing is revolutionary, and when implemented using the right methodology, gives companies the opportunity and continued nimbleness to improve how they run their businesses."



Business Challenge



Foster MacCallum helps clients ranging from IT start-ups to global giants such as Apple, EMC, HP, IBM, Oracle and SAP with the strategic implementation of their channel strategy and the development of their partner ecosystems. Its core asset and value to its clients is the in-depth partner knowledge it continuously gathers and maintains on more than 150,000 companies in order to analyze and predict successful partner relationships. It had built its own CRM and project management system to manage the data, but it became complicated, inflexible and difficult to maintain through reconstructions over time.



Bluewolf's Agile Business Transformation Platform



Foster MacCallum decided to expand on its usage of Salesforce CRM and leverage Force.com as the underlying platform to run its business. It selected Bluewolf to drive the implementation because it not only needed to migrate its methodology, existing system and data to Salesforce, but it also wanted to achieve its primary goal of improving visibility into its complex business relationships. Bluewolf's Business Transformation methodology distinguished the company.



The nature of Foster MacCallum's partner and channel development business is complex. It manages business relationships with companies that are clients as well as partners to other clients, and also has to maintain knowledge of various dependencies, such as different partnership levels defining which products partners can sell and to whom. With its existing system, its visibility was one-dimensional which became challenging as its knowledge-base and clients grew. As part of Bluewolf's Agile Business Transformation process, the two companies embarked on an intense business process review to define the myriad of processes surrounding these relationships and map out a system that could support and even improve them. Once the processes were defined, the implementation was completed in less than one month and rolled out to everyone in the company.



Business Results



The resulting system not only provides Foster MacCallum with deeper intelligence into its business, but to the clients it serves. It can now deliver higher quality results to clients, faster and more cost effectively. In addition, it has the ability to deliver its services with more flexibility and adaptability to customers' specific situations and needs.



Operational scalability, coupled with the cloud model has enabled the company to expand its services over a wider geography. Consequently, the company has won 40% more business and delivered it more profitably through its improved ability to adapt to ever changing customer needs.



Additional results:

• The profiles that Foster MacCallum's researchers build on companies are much richer because it is easier to collect, relate and access information.
• Researchers are able to capture, aggregate and integrate information and generate partner profiles 30% quicker.
• Cost efficiency has increased by 30% by having all data in one central place.
• Sales cycles have been reduced by 20%.
• Management has improved visibility on the level of activity and quality of its sales and research teams.

"Bluewolf provided us with a system that is able to keep pace with our growth and reduce headaches: We don't have to pay a development company a monthly fee for basic support or support an IT department or worry about backups," said Dziedzic. "We can concentrate on our vision to facilitate and build a community of ICT companies who can benefit from our services, enabling them to create value for both their customers and their businesses."



About Bluewolf



Bluewolf is a global pack of experts committed to partnering with clients to attain agile business transformation. Only Bluewolf can bring 10 years of best practices to every project and guarantee its success. The company is distinctly positioned between classic management consultants and breakthrough technical designers -- its world-class portfolio proves its ability to match its agile methodology with unparalleled vision. From demand generation to close, channel strategies to customer care, Bluewolf helps clients attain efficient, responsible business performance gaining the label of tomorrow's business standard. Bluewolf has extensive experience with implementing cloud computing solutions for thousands of salesforce.com customers. Additionally, Bluewolf Remote DBA is the leader in US-based 24x7 infrastructure support. Bluewolf clients include, Time Warner Cable, ADP, Dow Jones and Company, United Way, Chevron and more. For more information, visit bluewolf.com. To view client success stories, visit bluewolf.com/tv. Join the conversation on Bluewolf Twitter and Bluewolf Facebook.  

About Bluewolf

Bluewolf is a global pack of experts committed to partnering with clients to attain agile business transformation. From demand generation to close, channel strategies to customer care, to IT resourcing and remote managed services, Bluewolf helps clients attain efficient, responsible business performance gaining the label of tomorrow's business standard. Bluewolf has extensive experience with implementing Cloud computing solutions for thousands of customers. Additionally, Bluewolf Remote DBA is the leader in US-based 24x7 infrastructure support and utilizes CloudView, Bluewolf's cutting-edge monitoring technology for both traditional environments and infrastructures housed on Amazon Web Service's Cloud platform. Bluewolf clients include, Time Warner Cable, ADP, Dow Jones and Company, United Way, Chevron and more. For more information, visit bluewolf.com. To view client success stories, visit bluewolf.com/tv. Join the conversation on Bluewolf Twitter and Bluewolf Facebook.