Channel Management
SERVICES > NEGOTIATION + DEALMAKING > Channel Management

Channel-based sales is an integral part of many go-to-market strategies to broaden market presence, improve local sales, and support capabilities. A well-designed channel strategy works hand-in-hand with direct sales to minimise conflicts and maximise customer intimacy.  

Our channel programs are custom-designed to fit the specific needs of your organisation, providing support from the early stages of strategy development right through to channel restructuring and sales performance management.

YOUR POTENTIAL ISSUES
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SOLUTION OVERVIEW
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YOUR BENEFITS
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YOUR POTENTIAL ISSUES
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Historical, opportunistic channel development - resulting in the partners you have instead of the partners you need + want that build your business and customers
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Lack of alignment between partner strategy and actions - uncoordinated and often contradictory actions in the market that confuse + alienate customers
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Channel conflict - created by inconsistent policies and execution leading to lost deals or eroding margins, while consuming management time, and causing loss of partner commitment and losing customers
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Failure to launch - initial enthusiasm over partnership fades when sales do not ramp up quickly enough, and partners do not know how to get the support they need
SOLUTION OVERVIEW
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Assessment of your current situation, definition or clarification of change objectives, creating a plan to implement the changes required
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A fully custom-built program designed to address your organisation’s specific needs - from channel strategy definition, channel restructuring or re-design, performance improvement, or more effective joint-selling
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Enablement workshops for your organisation’s channel managers + channel partner management and sales teams to ensure that people have the skills necessary to implement the new strategy + direct sales teams, to make it easier for them to work seamlessly with channel partners
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Coaching + monitoring - to support the implementation of the new strategy + measure the impact on results
YOUR BENEFITS
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Maximise customer satisfaction + results - with a structured, purpose-built channel designed to grow your business by harnessing the right profile, skills and competences
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More effective use of time - minimising channel conflict resolution, high-impact joint selling in a streamlined channel sales operation
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Committed channel partners - who are eager to execute on your joint strategy and deliver the results you seek
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Maximises market coverage - with a balanced direct + channel sales approach that optimises cost + resources