Channel Management Expanding your customer breadth

We provide services in identifying, appointing, training and conducting other ongoing support programs for your channel ecosystem.

Getting your product and service offerings across to your target customer requires a sound channel management strategy, there are primary and secondary partners in the channel ecosystem comprising of resellers, distributors, retailers and logistics, financiers and other enablers respectively.

Channel Management Consulting engagements involve.

Defining the Channel appointment criteria

We establish the minimum eligibility criteria and business expectations from channel partners. We undertake the screening process including scrutinising data provided in the application forms, conducting interviews, competitive analysis of alternate distribution channels, conducting market research, reference checks before short listing partners for signing up.

Appointment of Channel Partners

Identified and eligible partners need to be excited and agreeable to sign up as partners for distribution and resell of your products, It is therefore required to have multiple levels of engagements including conference calls, face to face meetings to move ahead on the appointment process .We help you setup such engagements and if required are a part of these discussions.

Induction and Training

Channel Partners are required to complete basic induction formalities, they are also required to be proficient in the policies and procedures defined as per the contractual relationship with the vendor organisation. There are mandatory compliance clearances which need to be passed by the channel team. Training on aspects of the process manual, policies, compliance and regulatory measures are also provided in our scope of engagements.

Channel Motivation

Channel partners are constantly subject to competitive pressures to align with other brands. With issues related to low margins in business, lack of motivational measures there are conflict situations which arise on a regular basis. Such situations can be prevented by having an ongoing channel motivation plan which includes reward and recognition programs for channel partners and their members. We help in devising a channel motivation strategy with these aspects in mind which help achieve the objective of motivating channel members.

Our Clients

  • ARI Healthcare
  • C Dot Systems
  • Next Dimension
  • Infoworld Systems
  • Monarch Technologies