"It is extremely clear that a well researched, designed, executed and managed indirect channel strategy or eChannel strategy is crucial to profitability and growth in today's computer hardware, software and telecommunications industries. The world is rapidly being segmented into the channel 'haves' and the channel 'have nots'"
Bruce Stuart
president
ChannelCorp, Vancouver
(the world's leading specialist consultancy in ICT product and service channel strategy)
Most early-stage high technology companies are wedded to a direct selling model. Direct selling has its uses especially in the early stages to bring in reference sales, or to make sure you stay close to major accounts. However, as time moves on, and you demand that step-change revenue growth, the only way to achieve scale is to develop strong, third-party channels.
There are a number of benefits to your company in executing your Go-To-Market plan utilising channels. By adopting a channel strategy you can:
A strong channel indicates an independently verified level of acceptance and demand of your product in the market - something that investors (and major potential clients) view favourably.
2in10 has developed a method for designing and installing a Channel Management process in your company, avoid potential channel conflicts and empower multiple channels to deliver your step-change in revenue growth. The Step-Change Programme is the place to learn the essentials of Channel Management.
