Channel Strategy and Development

Companies must determine the proper channel strategies to bring their products successfully to market. Buying preferences must be identified, market coverage and penetration must be ensured and the proper channels or partners must be identified. That is just the beginning. The appropriate business terms and processes need to be developed, an organization must be created to manage and support the channels, co-marketing and co-selling are a necessity to ensure the success of a channel strategy.

Channel Strategy

Understand how the target audience buys products and services and develop a channel strategy that works with their buying process.

Channel Recruitment

Create programs which accelerate the ability of channels and partners to sell your company's products successfully. Plan and implement the program guidelines, policies, benefits, and training, sales and marketing programs offered to channels.
 

Channel/Partner Programs Development

Beta site selection and management, developing outbound messaging, creating product demos, creating sales force launch tools and materials.

Channel/Sales Force Readiness

Research competitive pricing models and market drivers, develop pricing model focused on capturing value of product benefits and ensuring long-term revenues.

Channel Co-marketing

Plan all elements of product launch including introduction to key influencers, customers, prospects, press, field, channel partners and internal employees, product marketing, sales tools, introduction events, and communication activities.

Channel Partner Performance Audits
Understand which channel partners are delivering revenue, programs and service. Determine where performance is strongest / weakest and where you can concentrate resources to drive greater revenue.

Channel Program Assessment
Identify the strengths and weaknesses of your channel programs from the reseller perspective. Assess your programs vs. competitors and target key areas to build a better channel program.

Reseller/Partner Councils

Dramatically increase the success of your reseller and partner programs by creating an active, effective council. Create effective feedback and communication vehicles between key functional areas of your company and your resellers and partners.