Specialist Engineering Firm’s Growth Through Strategic Partnerships
Situation
A 30-year specialist robotics producer needed to transition from engineering-focused to commercially viable enterprise. With ambitious targets of $200M sales for 2023 and 10 operational customers in 2022, the company required scaling of core products, market expansion, and commercialization of recently-launched line extensions. Challenges included limited commercial adoption, reliability needs, application support gaps, and integration requirements with third-party solutions.
Project
JCY Advisors developed a comprehensive partnership program blueprint accelerating market penetration through strategic collaboration. Key elements included designing dedicated Partnerships organization spanning Commercial and Product functions, strategic focus on three applications: Enterprise Asset Management, Digital Twins, and Hazardous Environment Detection, five-phased solution development approach, definition of four partnership models, and prioritization of higher-value systems integrator partnerships.
Results
The structured implementation plan enabled comprehensive partnership-led growth outcomes:
Enhanced enterprise customer reach through global systems integrators
Accelerated customer time-to-value via targeted integrated solutions
Improved service coverage and responsiveness through partner networks
Reduced post-sale support burden through partner enablement
Clear transition path from explorers to operators with larger deployments