Consulting Services

Sales & Channel Management

We partner with companies to optimize their sales investments, processes, and customer interactions across all channels. Our expertise and solutions enable clients to improve sales productivity, channel performance, and revenue growth.

Sales & Channel Management
OverviewHow it WorksImpactFAQs

Channel Strategy Reimagined: Data-Driven Insights for Sales Growth

Building an effective partner ecosystem requires looking beyond short-term sales objectives. By aligning sales strategies, channels, and customer experiences, we drive sustainable increases in sales effectiveness and return on sales investments. The right channel partners should align with and support your company's strategic goals and plans. When choosing partners, it is vital to evaluate how they fit into your overall vision and synergize with your business priorities in both the near and long term. Our consulting services boost clients' sales, account management, channel optimization, customer engagement, and sales performance management capabilities. Joining them are new breeds of specialty partners staking claims in arenas like cloud, cybersecurity, and AI.
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Navigating the complex, rapidly evolving world of tech channel sales requires an independent perspective grounded in extensive data and experience. With decades of experience advising diverse technology clients, our channel strategy insights are unmatched. We help clients optimize their route-to-market, redesign channel approaches, integrate programs after M&A, expand into new regions, and manage transitions to as-a-service models. Our expertise enables data-driven decisions to strengthen your partner ecosystem. We identify the most critical relationships to prioritize, recruit new strategic partners, pinpoint emerging "super channels," and gauge partner loyalty.

What is Sales & Channel Management?

Sales and Channel management consulting is the service of developing strategies, processes, and systems for managing indirect sales channels and partnerships to drive revenue growth. This involves cultivating a productive partner ecosystem and optimizing how you engage channel partners across your route-to-market. Effective channel management enables companies to expand sales coverage and penetration without dramatically increasing in-house sales headcount. Partners serve as an augmented sales team and force multiplier. They require specialized management and coordination to maximize results.

a diverse group of workers spending time around a table.

What goes into our Sales Channel Management Strategy?

Managing an efficient, high-impact network of channel partners is crucial for scaling sales.
However, most companies have room for improvement in their partner ecosystem. Our channel management consulting service helps clients maximize the value of their indirect sales channels. We provide an unbiased assessment of your current partner landscape and identify opportunities to optimize your ecosystem for greater productivity, coverage, and revenue growth. Our channel consulting gives you the insights and partner ecosystem strategy to maximize your indirect sales. We enable our clients to boost channel contribution 2-3X, expand market reach, and gain a competitive edge.

  • Channel strategy evaluation - We thoroughly examine your channel objectives, partner types, program design, performance metrics, and incentives to determine alignment with overall business goals and growth strategies. We look at your current partner network and emerging partner types that may be valuable additions. Our assessment determines if your channel strategy matches your industry priorities, growth and profitability targets, and competitive positioning.
  • Data-driven partner analysis - We evaluate current partners' sales impact and ROI by leveraging your sales data and benchmarks. We also determine underperformers to phase out and priority targets for expanded investments. Our data analysis looks at KPIs like revenue contribution, growth potential, and cost-to-serve to optimize your partner prioritization and coverage model.
  • Channel design recommendations - Based on our assessment, we provide concrete advice for recruiting new high-potential partners, realigning territories, optimizing incentives and enablement programs, and integrating channels for a seamless customer experience. Our recommendations will outline the optimal channel mix, sales and profitability forecasts, and an implementation roadmap tailored to your organization.
  • Ongoing optimization - We establish sales metrics and scrutinize channel performance over time. We revitalize strategies and priorities through frequent examinations as market conditions and partner needs evolve. We can provide quarterly channel performance reviews and strategy adjustments and introduce new analytical techniques to optimize your ecosystem.

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What to Expect

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Impact of Sales & Channel Alignment

XX%

Increase In Growth Rate

XX%

Decrease In Overall Sales Costs

XX%

EBITDA Improvement
B2B GTM Strategy FAQs

Frequently asked questions

Everything you need to know about go-to-market strategy.
How can B2B organizations integrate data analytics and machine learning to refine and optimize their GTM strategies?
We leverage cutting-edge analytics and machine learning to give us an edge in creating data-driven GTM strategies that deliver results for B2B clients. Our proprietary algorithms enable predictive modeling for incredible forecast accuracy, AI-powered lead scoring, real-time churn analysis, and strategic insights from NLP data parsing.

These capabilities allow us to build agile, iterative GTM plans that rapidly recalibrate as markets shift. We optimize messaging, development, pricing, channels, and sales execution for maximum impact. With data scientists and strategic consultants working hand-in-hand, we decode complex B2B challenges through an analytics lens to arm leaders with intelligence to outpace competitors. For B2B firms seeking explosive growth, our analytical firepower provides the strategic clarity and actionable insights to get there.
Given the rapid shifts in global economic landscapes, how frequently should multinational B2B corporations recalibrate their GTM strategies?
Given the pace of change in today's global business environment, large multinational corporations must take an adaptive and iterative approach to reviewing and refining their go-to-market (GTM) strategies. At a minimum, they should conduct high-level quarterly reviews across all markets to assess performance and allocate resources. However, even more frequent recalibrations may be necessary in certain situations.
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Monthly regional deep dives are recommended to spot new market conditions and competitive dynamics in each area. When significant events occur, like new product launches or economic shocks, immediate event-driven adaptations should be triggered to recalibrate impacted GTM elements. Channels and messaging should be continuously tested and optimized for relevance as well.

Ongoing customer insights through research and feedback loops should inform regular fine-tuning of value proposition, pricing, and positioning. Keeping a close pulse on geo-economic trends across critical markets is equally crucial. Marketing campaigns and sales initiatives yield essential data that can feed into strategy iteration. An agile approach, facilitated by cross-functional coordination between sales, marketing, product, and regional teams, is becoming a competitive advantage. Multinationals that build internal capacity for responsive, data-driven GTM recalibration will gain an edge.
How do evolving digital sales channels, like AI-driven platforms or blockchain-based systems, influence the choice of sales channels in modern B2B GTM strategies?
To leverage these trends, modern B2B GTM strategies must take an omnichannel approach spanning traditional and digital sales channels tailored to customer preferences. The mix of media may evolve as new technologies emerge. Agility and continuous testing of new channels are critical to stay ahead in a rapidly changing B2B landscape. The rise of new digital sales channels and technologies has a major impact on how B2B companies bring products to market and engage with customers. Channels such as:
  • AI-powered sales engagement platforms that qualify leads, recommend content, and schedule meetings automatically. This improves sales productivity and efficiency.
  • Predictive analytics tools that identify the best customers, optimize pricing, and forecast revenue. This enhances data-driven decision making.
  • Chatbots and virtual assistants that qualify leads and answer basic customer queries 24/7. This provides quick responses and nurtures leads.
  • Blockchain platforms that facilitate smart contracts, digital payments, and transparent transactions. This reduces sales cycles and builds trust.
  • Augmented reality for customized product demos and virtual experience. This brings products to life digitally.
  • Social selling via networks like LinkedIn to build connections and networks. This expands reach.
How does a B2B Go-to-Market strategy differ from a B2C GTM strategy?
Market penetration strategies differ depending on the target customer segment. For B2B businesses, the GTM strategy is customized to address the needs and challenges of other companies as customers. This requires a longer and more complex sales process involving multiple decision-makers and influencers and emphasizing the value proposition regarding ROI and TCO. On the other hand, B2C businesses aim to reach and convert individual consumers directly, with a simpler and faster sales cycle and a focus on customer experience and satisfaction.
Beyond conventional KPIs, what advanced metrics can B2B enterprises employ to gauge the nuanced successes and areas of improvement within their GTM strategies?
Sophisticated metrics like customer lifetime value, sales forecast accuracy, and churn risk analysis paint a far more nuanced picture of performance. Granular sales velocity and funnel metrics uncover inefficiencies. Competitive and win/loss intelligence reveals how to fine-tune positioning. Digital engagement data optimizes self-service touchpoints. The key is tapping into metrics that provide granular, actionable insights into what's working, what's not, and where to focus improvements.
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With digital transformation, the analytics capabilities at B2B enterprises' fingertips today enable extremely targeted refinement of complex go-to-market strategies. By taking advantage of these advanced analytics, B2B organizations can gain a competitive edge in optimizing their strategic success rather than relying solely on basic KPIs.

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