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 minimize conflicts and maximize 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

Historical, opportunistic channel development – resulting in the partners you have instead of the partners you need + want that build your business and customers
Lack of alignment between partner strategy and actions – uncoordinated and often contradictory actions in the market that confuse + alienate customers
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
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

Assessment of your current situation, definition or clarification of change objectives, creating a plan to implement the changes required
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
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
Coaching + monitoring – to support the implementation of the new strategy + measure the impact on results

YOUR BENEFITS

Maximise customer satisfaction + results – with a structured, purpose-built channel designed to grow your business by harnessing the right profile, skills, and competences
More effective use of time – minimising channel conflict resolution, high-impact joint selling in a streamlined channel sales operation
Committed channel partners – who are eager to execute on your joint strategy and deliver the results you seek
Maximises market coverage with a balanced direct + channel sales approach that optimises cost + resources

Channel management

Your potential issues

Solution overview

Your benefits

Your potential issues

SOLUTION OVERVIEW

YOUR BENEFITS

Get your programme details