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The Sales Alliance will maximize your business growth through channel
assessment and development and sales and account
planning.
Channel Assessment and Development
Channel Strategy Audit
- Audit current channel strategy, both direct
and indirect.
- Evaluate customers' buying preferences.
- Assess impact of change on our client's company,
customers and existing partners and channels.
- Provide assessment report on current strategy,
review of alternatives and identification of best approaches to arrive
at an integrated and successful go-to-market strategy.
Channel Implementation
- Provide an implementation plan for the selected
sales and channel strategy.
- Evaluate existing company programs and processes
for "fit."
- Deliver a plan, which includes channel program
rollout and implementation, including identification of key sales
programs/processes that will require modification.
Channel Partner Performance
- Audit existing channels partners, including
performance, contracts, channels conflicts, market coverage, customer
satisfaction, partner satisfaction, etc.
- Provide recommendations to maximize effectiveness
of specific partners or partner groups, to reducing channel conflict,
and to improve partner satisfaction.
Channel Program Improvements
- Audit current partner programs and recommend
modifications or new programs.
- Design new programs to improve channel effectiveness.
Program Management
- Manage the implementation
- Design and deliver training and communication
on the new channel strategy and/or programs.
Sales and Account Planning
- Audit current process for linking account,
territory and partner planning with our client's business plan.
- Design a sustainable process for integrated
account and business planning.
- Design automated tools and templates for
planning of accounts, territories, and partners/alliances. Ensure
that all templates (plan, financials, and presentations) are linked
to provide consistent information into the company business planning
process.
- Develop account manager job aids to support
both the planning process and the account managers' on-going implementation
of the process.
- Design a program to facilitate the development,
management and review of account plans and to support the planning
process.
- Design and deliver training and communication
on the new planning process.
- Deliver facilitated planning sessions.
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