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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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Notre impact

Growth opportunities

Drive growth by identifying partners to recruit or further develop, looking at both territories and capabilities

Stronger relationships

Understand and act on the strength of your relationships with your partners, based on share of wallet and loyalty

Improved returns

Focus your channel program resources and spending on the most critical areas, guided by our unique, data-driven insights

Channel Partner Database
Channel Redesign
Partner Ecosystem Management

Partner Sonar, our channel partner database, is an unparalleled solution to address typical channel data management queries. It offers a panoramic view of the tech channel universe. It contains detailed profiles of several hundred thousand channel partners covering all types of reseller activities (value-added resale, managed services, advisory services, systems integration and more). Global in scope, continuously updated and constantly expanded, Partner Sonar can measure your channel partners’ relative strengths by market, geography, and industry subspecialties, presenting these insights in user-friendly, highly visual dashboards. Let us show you how this unique resource can supercharge your channel sales and redefine your channel partner strategy.

The partners you have today are not necessarily as productive as they could be and might not be the ones who will help you win in the future. But most channel leaders lack the data to address these concerns. Redesigning your channel strategy and program can be achieved in a data-driven manner, one we’ve refined through deep experience in recent years. We’ll show you how to make targeted investments in key partners and deprioritize those who add less value. This involves an intentional, data-driven strategy for each territory, with a clear understanding of your partners’ selling power, the capabilities they’re building, and your own share-of-wallet with each of them. Our approach helps you optimize your partner prioritization, recruiting, coverage and incentive allocation. We’ll help you spur your partner ecosystem to drive growth that aligns with your overall sales strategy.

We will help you develop world-class channel coverage and capacity planning, while prioritizing your highest-value current partners and recruiting new ones aligned with your priorities and critical capabilities. Discover your actual share of wallet and new ways to consider your partners with a unique perspective on their capabilities and ability to resell.