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Building a new strategy to work with partners with Viessmann

Waterfall from above

About

Viessmann is the world's leading manufacturer of high-efficiency heating and renewable energy systems. Their products are designed both for today and to meet the energy challenges of tomorrow. Founded in 1917, they are still a family business and are serious in their approach to social responsibility. To further their aim and influence to work with the future in mind, the senior team at Viessmann saw an opportunity to rethink its model for engaging with their partners – the organisations and individuals who install their products. This led to the development of a new partnership model and the creation of a process for distribution and collaboration with their installers.

Viessmann wanted to revisit their engagement methods with the partners who install their products. These individuals and organisations are key to the success of their brand as they are the direct point of contact with the end customer. Viessmann chose to collaborate with Impact Italia to improve their communication systems to ensure a seamless transmission of their company values along that purchase chain – from Viessmann to their partners to the buyer via a B2B2C process. The primary objectives for the senior team to achieve were:

  • Developing a new strategy for partner loyalty and engagement;
  • Redesigning a tool to assess partnerships and provide a more efficient and targeted plan of support services and incentives to sit on the Viessmann Partner Portal for all Viessmann installers.

 

 

 

 

 [SB1]Yes, 

Impact Italia recognised it was essential that all departments felt involved from the outset, so began by bringing internal teams from HR, sales, senior management together for an in person consultancy session.

Facilitating this process and creating cross-functional working groups, made it possible to identify the criteria for the new partner assessment from a strategic perspective. Impact then assisted the teams in interviewing their partners to create a framework for more effective assessment.

This was followed by internal communication and training activities to manage relationships with installers and ensure the transmission of Viessmann's values to the end customer.

The initiative allowed for a more functional and strategic reassessment of partnerships. It has meant partners feel more connected to Viessmann and want them to be their provider of choice.

The numerous cross-functional discussions ensured the entire company felt involved and fast-tracked the adoption of co-creation methods.

The model has been systematised and is now core to the Partner Portal – the online, information centre containing all the digital apps, tools and guides used by Viessmann installers.

Testimonials
See what our customers say about us
Malgorzata Bartler
HR Director
Play
Over our three year collaboration with Impact, the Challenger and Play for Future Academy programmes have enabled employees to introduce PLAY to the next level of business development. From our start-up phase we have moved on to growing the business, but have kept our focus on development, innovation and efficiency of both the organisation and our costs. Thanks to the development of key competencies, our managers are able to build and implement strategy with great understanding.
Mandir Singh
HR Director BP Asia Pacific
BP Asia Pacific
"This was an excellent programme, tailored to meet the needs of our key countries in Asia Pacific. It has laid the foundation for each country peer group to develop as a high performing team exhibiting both the appropriate behaviours and competencies. Through Impact's highly effective and engaging style, each leadership team has now formulated a clear and well-defined road map to commit to and implement."
Julita Rudolf
Business Transformation Director Polska
Ringier Axel Springer Polska
"What I appreciate most about the 'What’s Next' journey is the time to reflect and learn from my peers. We’ve been guided through self-reflection, talked about the leadership that is needed now in dispersed groups, and discussed market changes. It has been a very powerful experience, especially now, when we all are facing new situations because of covid- 19."