There are many situations in which a business can support its commercial and go-to-market strategy through a network of partners.
Main Ideas 4 You helps you develop an effective indirect channel strategy that translates into a competitive advantage.
DISCIPLINE
- Objectives Align to Corporate and Sales Strategies
- Establishment of Profile and Selection Parameters
- Adherence to a Channel Governance Process
EFFECTIVENESS
- Analysis of right mix of partners (5 C’s)
- Coverage, Capabilities, Commitment, Capacity & Capillarity
- Development of Value Proposition
- Product, Service, Price, Promotion & Leads
- Establishment of Metrics
- Performance, Rewards & SPIFF’s
DEVELOPMENT
- Establish a Communication Process
- Implement a Training Program
- Provide a Certification Roadmap