Channel Management
The business environment dictates that many companies must operate in a multi-channel global economy. Once a company has decided to use a professional sales force to perform some of the essential work, a question emerges: Should the selling be done by a company owned sales force, or, should the company employ a selling partner?
Channel management is focused on channel selection, recruitment, on-boarding, and enabling an indirect selling partners to be productive. Critical decisions need to be made regarding products, pricing, tiers, geographies, etc.
Best-in-class channel management can deliver these benefits:
- Incremental revenue growth with a variable cost structure
- Improved coverage
- Access to inaccessible accounts
- Improved value proposition through partner value add