Channel Consulting

As a vendor, you have several options as to how you go to market. If your strategy involves an IT distribution channel, then choosing the right channel partners, developing profitable channel programs and devising effective channel strategies is imperative for optimising channel growth.  Developing right kind of channel strategies requires skill, expertise and experience. Not all companies have these resources in-house; that is where our IT channel sales consultants step in to bridge the gaps.

Our channel consultants have proven channel-consulting methodologies that can help every kind of organisation achieve their strategic goals and solve tactical issues that may be affecting IT distribution channel performance. We create a distribution strategy that is tailor-made to your requirements, regardless of your size and scope of operations.  Our IT channel sales consultants will provide a comprehensive package of services to ensure that you are able to increase revenue and achieve better profitability through successful channel enablement. We help you devise a sound channel strategy, select right kind of partners, create strong channel relationships and develop effective IT partner programs, and help monitor the performance of your distribution strategy and channel programs.

We understand that each company has different requirements, and our approach is to create a customized distribution strategy. We offer individualized solutions to our clients, which help them, achieve long-term growth and profitability through their distribution channel. The methodology adopted by our IT channel sales consultants is based around the comprehensive Channel Dynamics DynamicDSI™ model, and the Dynamic Channel Performance model. These models, and a range of other tools, can be applied to your specific channel situation on an on-going basis in order to continually improve or monitor your channel performance.

The solutions that we offer to our clients are long term and effective. Our channel consultants can help you identify your optimal channel strategy, recruit the right partners, create more effective channel programs as well as develop insightful performance management systems.  Our channel consultants have helped many international companies to create efficient, effective and high performance IT distribution channels that ensure growth not only for the company but also for all the links in the channel.

Examples of projects that we have recently completed include:

• Identified best-of-breed Channel Program models, and made recommendations regarding design and management of the vendor's program.
• Conducted a Channel Survey to identify strengths and weaknesses in the vendor's go-to-market strategy, uncovered competitive positioning, and provided recommendations on how best to address the pain points.
• Sales Analysis of a distributor's point-of-sales reports, and provided a report that highlighted areas of concern that had gone unnoticed.
• Developed a Partner Selection and performance measurement model, to aid the partner recruitment & management process.
• Facilitated a Strategic Planning meeting that enabled the distributor to assess their Strengths/Weaknesses in an objective manner, and helped them to identify key Opportunities and address potential Threats.
• Reviewed the vendor's channel strategy, and helped them engage with partner vendors to create a unique and compelling product offering.
• Provided Sales Training (basic and advanced) for channel managers to improve their engagement with, and influence over, key partners