To develop an effective channel, a clear value proposition and focussed channel strategy is necessary.
Your Value Proposition defines the business case to present to potential partners. This comprises:
Target market and potential including buying processes (giving the market opportunity)
Product portfolio and proposition (showing your market solutions)
A Channel Charter
Price proposition and margins
Support and resources for marketing, sales, finance, technical, training and administration
Your Channel Strategy considers every aspect of channel sales and comprises:
The Value Proposition
Country channel structure
Channel qualification criteria required
Requirements from channels
Resources required to support the channel structure
To develop your Value Proposition and Channel Strategy, a clear understanding is provided of the market needs,
channel requirements and competitive environment, by means of both original and published marketing research.
