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Channel Sales Optimization
Choosing the right channel partners is about much more than short-term sales. An optimal partner ecosystem should support your company’s overall goals and support your plans for the future
The world of channel sales in technology is complex and evolving. Hundreds of thousands of channel partners across the globe compete for nearly $500 billion in annual sales. Joining them are growing ranks of specialty partners that now operate in arenas like cloud infrastructure, cybersecurity and AI. To navigate this environment you need an independent perspective supported by extensive data.
Our point of view on channel strategy is informed by decades of experience serving a wide variety of tech industry clients. Every year we help our clients determine their route-to-market strategy, redesign their channel strategies to improve their ROI, merge channel programs during M&A, expand into new regions, and manage transitions to as-a-service operating models. We’ll show you how to prioritize your most critical channel relationships, recruit and develop new strategic partners, identify the industry’s next super channels in a world of changing channel partner definitions, and gauge the loyalty of your channel partners relative to their other clients.
Whether you’re seeking new partners or simply want to maximize the value of the ones you already have, we’ll help you make data-driven decisions to fortify the strategic foundations of your partner mix.
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