How Get To Great helped Shaun Larvin of McAfee grow revenue through partner engeagement

1. Get to Great® delivered exactly what
they said they would - an engaged global
partner salesforce that subsequently
delivered 86% year on year growth
adding $23m to my number.
MDF investment yielded ROI x1000.
Shaun Larvin
Global Alliances Director
McAfee
“

2. I needed to do a level set and determine what the
real situation was from my customers’ perspective
in order to develop targeted individual Regional
Development Plans based on what multiple
stakeholders actually needed for their business
growth rather than what management
thought was needed.
Shaun Larvin
Global Alliances Director, McAfee
When I took over as Global Account Director for a key Alliance
Partner (Dimension Data) I inherited a top down ‘one size fits all’
approach to our annual partner engagement strategy.
“

3. I needed to do a level set and determine what the
real situation was from my customers’ perspective in
order to develop targeted individual Regional
Development Plans based on what multiple
stakeholders actually needed for their business
growth rather than what management thought was
needed.
Shaun Larvin
Global Alliances Director, ISecG (Intel Security Group)
Why I chose Get To Great…
Get to Great® are a great cultural fit for my
leadership style which is inclusive.
I saw the engagement as a way to get a
real world view, without any spin, from my
customers perspective and make an
impact, fast.
“

4. I needed to do a level set and determine what the
real situation was from my customers’ perspective in
order to develop targeted individual Regional
Development Plans based on what multiple
stakeholders actually needed for their business
growth rather than what management thought was
needed.
Shaun Larvin
Global Alliances Director, ISecG (Intel Security Group)
What Get To Great did…
They translated my need into a practical,
fast and effective engagement that enabled
me to co-create and deploy customer
prioritised individual regional development
plans that directly translated into massively
accelerated revenue.
“

5. I needed to do a level set and determine what the
real situation was from my customers’ perspective in
order to develop targeted individual Regional
Development Plans based on what multiple
stakeholders actually needed for their business
growth rather than what management thought was
needed.
Shaun Larvin
Global Alliances Director, ISecG (Intel Security Group)
The results I got…
The engagement aligned Executives and Regional
Heads. Partner engagement planned
globally; executed regionally and locally by
an engaged salesforce resulting in year on year
growth of 86% adding £23m to my number.
MDF investment yielded ROI x1000.
“

6. I needed to do a level set and determine what the
real situation was from my customers’ perspective in
order to develop targeted individual Regional
Development Plans based on what multiple
stakeholders actually needed for their business
growth rather than what management thought was
needed.
Shaun Larvin
Global Alliances Director, ISecG (Intel Security Group)
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enquiries@gettogreat.co.uk
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