How to build win-win partnerships with partners that provide strategic alignment in exchange for close visibility, control and financial incentives.
Many companies employ intermediaries in their Go-to-Market strategy, either to reach fragmented channels or to leverage partners' specific execution skills. When a direct sales strategy is not viable, indirect partners such as franchisees, distributors, wholesalers and brokers may seem like a perfect solution to economically increase distribution expenses and provide the best service to consumers.
Working with partners in this way is not always simple and can lead to problems with performance standards, channel competition or price control.
Customized and modular solutions that fit your situation
Each customer has a unique scenario, set of objectives and set of criteria while using the indirect channel. We combine your understanding of your business, Indirect Channel Integration expertise and a technology that enables a holistic approach to all issues.
Our strategy is divided into three stages, each of which focuses on one of the critical issues that must be addressed to build a unique solution for the client:
The key phrase here is "NEED": what are the real needs with the indirect channel.
In this section, we determine if my current partner network meets my demands.
Now comes the "partnership" part: collaborating with others is not just about goals and needs.
We assist with "greenfield projects" (providing a comprehensive solution from planning to implementation) as well as "resets" (adjusting strategy or operations, both internally and externally with the partner network).
We serve our clients in two different circumstances:
Our method allows our customers:
Nuestro enfoque ayuda a nuestros clientes a: