Channel Marketing Strategy & Planning

If you are not selling directly to your customer¸ you are engaging in Channel Marketing – dependent on someone else, a reseller or VAR or retail outlet, to get it right for you.

If this is the case, here are some questions that must be asked:

  • Who is selling your product or service?
  • Is it the right outlet?
  • Are they reaching out to the right prospects to sell your product most efficiently?
  • Are the sales people trained well on all the aspects of your product or service?
  • Are you getting the most “bang-for-the-buck” from your channel strategy?
  • Do you have the right channel mix for your market and customer base?
  • Are the appropriate metrics and incentives in place to maximize sales & profitability?
  • Do your channel metrics clearly show program efficiencies as well as opportunities?
  • Does your channel management structure minimize channel conflict while maximizing collaboration?
  • How do you find more Channel partners to sell for you?
  • How do you make sure they are a good fit?
  • What kinds of partnerships or bundles would be appropriate for what you’re offering?
  • Do you need to create a User’s Conference to bring your resellers or other Channel partners together to train them or show them new upgrades?
  • How often should you reach out to your resellers? What kinds of communication do they need?
  • Should you provide a special website portal for your Channel partners? If so, what should it contain/offer?
  • At what point do you reach past your resellers and engage the customers directly? If ever?
  • How do you get your message out, and your company name in the press when the customers think of the resellers as the providers of the product or service?

Well, that’s a lot of issues and questions. If you don’t have 100% confidence in these areas, Bellandi Group South can help…by either evaluating specific pieces of your channel structure or analyzing your entire program, then developing a strategic plan for you that will maximize your channel sales & profitability.

The Bellandi Group South has answers and solutions for all of the above. Call us and let our expertise in channel marketing be your guide.