Increase efficiency and top-line growth by identifying and optimising partner capacity gaps.
A decade’s worth of benchmark data shows that organisations using our Channel Performance Optimisation deliver 10-12% profit expansion.
Channel Performance Assessment and Optimisation
Increase efficiency and top-line growth by identifying and optimising partner capacity gaps.
A decade’s worth of benchmark data shows that organisations using our Channel Performance Optimisation deliver 10-12% profit expansion.
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The problem
- Relationships with channel partners can be challenging. For instance, they may sell products for numerous principals and fail to devote sufficient time to your product portfolio, or they may not prioritise the most significant outcomes for your business.
- 92% of multinational corporations and over 50% of our client product suite use an indirect route to market takes an indirect route.
- Businesses do not have many places to turn to for improving indirect channel performance.
- The average MNC derives 63% of its emerging-markets revenue through indirect channels and most MNC executives will speak about how difficult indirect channel management is for them.
- Companies find it difficult to pinpoint the underlying factors behind channel partner underperformance due to overlooked sales potential or missed targets.
The solution
- Our team coordinates with channel partners on the most important issues to promote successful business outcomes.
- We assist clients in identifying the underlying reasons of poor channel performance, concentrating on the factors that have the most impact on generating profitable results.
- We identify capability gaps by conducting a custom 360-degree survey as part of our two-phase project to pinpoint the problems. This Channel Capability Assessment forms part of our three-phase Distributor Performance Optimisation.
- The strategy begins by using a channel diagnostic to gain feedback from important internal and external stakeholders. The channel advisory team then examines the findings to spot capability gaps before working with clients to solve them.
Pinpoint the strengths and weaknesses
In areas where multinational companies employ an indirect way to market, such as distributors, this consulting engagement pinpoints the strengths and weaknesses in local channel performance.
The service includes:
- A detailed project plan, including check-ins to provide progress updates, intermediate findings, and troubleshoot any challenges
- A detailed distributor
- 360-degree capability analysis
- Documentation of input assumptions and detailed results that support analysis
- Final presentation to executive stakeholders
- A customised dashboard
Ready to get started?
We enable our clients to see through local spin, handle corporate expectations, enter and assess markets with a thorough understanding of the factors influencing local risks and opportunities.
