We help you evaluate your channel options


.. so you do not just follow your instincts

Our Business

We work with companies that want to review their channel program or create a channel program.  Our approach is to describe the ideal program in the context of the company, supplier, competitor, reseller, customer and market dynamics.  Non-traditional metrics are included to measure the success of this approach.

Companies will benefit from our approach if their executive vision includes a channel component as part of the core foundation and is prepared to commit the resources necessary for execution of a comprehensive go-to-market plan

Our Philosophy

"The whole is greater than the sum of its parts"

The company, supplier, competitor, reseller, customer and market are all inextricably interrelated.  The idea that there is a direct line between the company and the customer is antiquated.  For example, it is not realistic to build a better widget and expect that quality alone will guarantee even top line success.  Most likely the widget is built elsewhere and the company bases it's sales projections on uninterrupted availability and accurate reseller forecasting.  There are many reasons why these are invalid assumptions.  Success is the result of a balanced go-to-market plan that accounts for the vagaries of all these influences.

Our Approach

We have designed a framework for assessing these influences using a variety of measures, including an internal review, market research, customer interviews, competitive analysis, reseller observations, etc.  In conjunction with the executive team, a structural analysis of the data is done.  The company should expect internal ERP/CRM and organizational process changes.  The go-to-market plan includes strategy, tactics and metrics to assess the ongoing success of the plan.