Commercial Evidence
Selected examples of how Melanie Wright has built, activated and commercialised strategic technology partnerships across markets. Each record separates the operating problem, Melanie’s contribution and the resulting commercial evidence.
1. Global Partnership Operating Model
Situation
Strategic technology partnerships were being run differently market by market, with inconsistent commercial discipline and limited global visibility.
What Melanie did
Built and led a shared commercial operating model across 15+ markets, covering joint account planning, partner-sourced and co-sold pipeline, enablement, QBRs, referral governance, deal reviews, executive escalation and market accountability. Helped make platform partnerships one of five growth priorities in Kantar CX’s 2026 strategy.
Commercial outcome
Partner-led new-logo pipeline grew from approximately $6.2m to $11.2m, while forecast partnership revenue increased from approximately $22m to $28m.
2. North America Partner Motion
Situation
Kantar needed to establish a stronger CX and partner-led commercial presence in North America.
What Melanie did
Built the North American partner motion from scratch: identified the senior Kantar CX hire, brought Qualtrics and Medallia into the go-to-market, aligned executive and field teams, supported joint account activity and introductions, and worked major partner events directly on the ground.
Commercial outcome
The resulting partner motion contributed to approximately $5m in pipeline within six months, supported by $100k in partner marketing investment.
3. Central & Eastern Europe — Medallia
Situation
Kantar and Medallia needed a more formal and coordinated partnership motion across Central and Eastern Europe.
What Melanie did
Launched and formalised the Kantar–Medallia partnership motion across CEE, creating a regional hub for partner coordination, market engagement, opportunity development and local execution.
Commercial outcome
Established a repeatable regional base for Medallia opportunity development and partner execution.
4. Mexico Market Activation
Situation
Kantar’s global partner strategy needed to extend into priority LATAM markets.
What Melanie did
Brought Mexico into the global partner motion, activating local commercial teams and partner relationships and creating a structured route for joint opportunity development.
Commercial outcome
More than 10 opportunities were identified.
5. Bain–Kantar–Qualtrics Global CX Standards
Situation
Bain, Kantar and Qualtrics had complementary advisory, research and technology capabilities but needed a common proposition and operating model.
What Melanie did
Facilitated and orchestrated the alliance, aligning senior executives and consulting teams around the proposition and coordinating the alliance work required to make it repeatable.
Commercial outcome
The initiative generated 1,200+ leads within six months.
6. Reciprocal Commercial Whitespace
Situation
A strategic SaaS relationship contained significant commercial opportunity that was not yet visible or organised across the two businesses.
What Melanie did
Brought senior executives, procurement and commercial teams into one process to identify reciprocal account and partnership opportunity.
Commercial outcome
Approximately $13m in reciprocal commercial whitespace identified.
7. AI-Enabled Partnership Signal Layer
Situation
Commercial signals were being lost across markets because important activity existed outside formal CRM and reporting processes.
What Melanie did
Built an AI-enabled signal layer across 15 countries to surface growth opportunities, risks and partnership activity earlier.
Commercial outcome
Approximately $2.6m of pipeline was surfaced outside CRM in the first week.
8. Germany Strategic Partner Build
Situation
The German CX business needed an additional technology partner to support revenue recovery and offer a more flexible, cost-effective capability.
What Melanie did
Identified and introduced a new strategic technology partner and helped establish the commercial relationship and operating model.
Commercial outcome
Approximately $200k incremental revenue within 12 months.
9. Co-Innovation & Productisation
Situation
Kantar had intellectual property and client insight that could create greater value when combined with strategic technology partners.
What Melanie did
Helped identify client needs and market gaps, align partner and Kantar executives, and translate Kantar IP into commercially usable partner propositions.
MDX / Brand Impact with Qualtrics
Experience Evaluator
Kantar Live / Qualtrics
Commercial outcome
Helped move the relationships beyond referral and implementation activity toward co-innovation, productisation and partner-led growth.