Sales & marketing channelsTo enter a new market fast and effective, building a distribution channel may prove to be a good solution. In this form of partnership the products or services of a vendor will be sold by local resellers or agents. The vendor will support its partners with marketing activities and reward its partners with a margin or rebate on sold goods. When you make the decision to start a channel, you will be confronted with a lot of questions: Will you appoint a distributor or not? What kind of partners are you looking for? Why should they do business with you and not with your compettitor? How do you support your partners? Are your terms and conditions competitive? How do you evaluate your partners and last but not least: How do I find the right partner? Channels are frequently applied in ICT, retail, pharma and high-tech industries. Partner Performance offers strategic support during the definition of your go-to-market strategy, the following partner strategy, your terms and conditions and by defining the profile of your ideal partner. Besides consultancy offers Partner Performance also a number of specialised tools to manage and facilitate communication with your partners: PRM (partner relationship management) software Relayware, partner loyalty check and partner satisfaction research and developing a competitive partner program. |
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