Sales Channel Effectiveness

Defining the right coverage model and roles ensures that routes-to-market are activated successfully and efficiently. We help clients bring specific routes-to-market to life, identifying which channels are best suited for each segment. Then, using iterative design processes, we define which coverage models are required to activate the model.

To efficiently reach and serve new segments and markets, organizations must define the 
roles and overlays needed. Through Capacity & Headcount Sizing, we define the functions that will support the channel strategy, including the headcount needed within the unit for direct or distributor channels.

Bringing growth strategies to life requires planning for success—setting up the processes and technologies to get the job done right. We work with clients to outline the rules of engagement, sales processes and deal flows, and enabling technologies to optimize Sales team performance and experience.

Developing effective programs to recruit, onboard and enable partners ensures organizations get the most out of their routes-to-market decisions. We design and refresh partner and affinity programs, outlining components, including tiers, partner selection criteria, onboarding, enablement, benefits and performance management.

Organizing around a key account strategy is crucial for ongoing success and involves selecting accounts based on profitability and strategic fit. We help clients formulate winning key account strategies based on needs and growth goals, outlining how to select, engage and orchestrate resourcing to drive revenue performance.

Arming sellers and partners with messaging, educational content and technology enables better, more effective conversations with prospective buyers. We provide sellers, regardless of the channel they sit in, the foundational guidance and direction on how best to connect, engage with and accelerate prospects’ purchase journeys.