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Strategic Sales Channel Development |
We help develop new
sales channels and tune old ones. These may be direct sales
organizations, representative, distributors, or resellers.
Assessing the performance of the sales channels,
recommending alternative means of reaching customers and
developing the capabilities of the sales organization are
important aspects of growing a company. Exploiting the
latest electronic and non- electronic means of reaching
customers directly is an increasingly important part
developing an effective distribution channel and one that is
part of our standard program.
In
technology-based businesses, two elements distinguish great
companies: execution in innovation and execution in
marketing and sales. The most valuable products sitting on a
shelf are worthless if there are no customers perceiving
their value and no channels enhancing that perception and
converting it into sales.
The key word here is "channel." The channel's job is to
efficiently and effectively deliver information and products
or services to customers and to deliver the proceeds to the
producers of those products or services. This challenging
role is the same whether the channel is:
- A direct account rep
- An e-commerce channel owned by the company that
sells the product or service
- A contracted indirect channel such as a systems
integrator, retail dealer or manufacturer's rep
Today, the issue of channels is more important than ever.
And we help companies
address this issues fully.
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Channels Are Powerful Tools To Create And Deliver Value |
Channels can not only add value to products or services, but can actually create
customer and shareholder value, brand equity and market presence for a company.
How can your
company create a powerful set of channels, focused at opportunities and the
creation of value? We help companies in five areas that are critical to
developing successful channels. These form the basis of good channel selection,
market and channel development, and the ultimate goal: sales. Five areas of
focus:
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Develop an
Integrated Strategy
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Map out Target
and Tune to Regional Channel Capabilities
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Marry Channel
Selection And Corporate Objectives
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Built or Rebuilt
Sales and Marketing Infrastructure As Needed, To Support Channel
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Develop and
Manage Specific Channel Activity.
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