Channel Optimization

Channel performance can always be better. 2112 works to provide the continual improvement both vendors and partners seek to ensure the status quo is never good enough. For effective optimization, we focus on the 3C’s: Capabilities, Competencies and Capacities.

We provide our clients with a clear understanding of the market in which they operate through fact-based analysis, enabling them to make better decisions. But we don’t stop there. We take that intelligence and fully integrate it with the 3C’s of our client’s sales, marketing and technical delivery teams to deliver a 360-degree go-to-market strategy.

 

Optimization requires more than singularly focused strategy and planning; it calls for a detailed evaluation of channel operations and structures, a cost analysis that results in profitability goals that can be measured, identification of the right strategic partners and creation of an aligned plan that supports those collective objectives.

 

As a part of this service, we provide a Channel Optimization Framework. At a time when everyone is trying to justify costs and invest in areas with the greatest return, we work with vendors and solutions providers to maximize value and achieve ROI from their partnerships by following 2112’s strategic process.

Measuring Channel Potential

Vendors and partners rely on each other, but neither is fully satisfied with the other’s performance.

Channel Optimization

Just as many partners don’t realize the potential value of their vendor partnerships, most vendors aren’t aware of the investment made by solution providers in these alliances. The 2112 Channel Optimization Framework provides vendors and their partners with a true understanding of the value of their relationship and what it takes to achieve sustained profitability.

 

Using our 2112 Channel Optimization Framework, we help determine the baseline cost of operationalizing a partnership, identify the best practices needed to maximize partnership value, profile partners according to relevant capabilities, and create a strategic execution plan to accelerate ROI.

 

 

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Other 2112 Services that create sustainable growth

Channel Development

Channel Development

2112 architects channel frameworks and strategies: from operating parameters and partner comp., to sales and reseller models.

2112 Advisors

2112 Advisors

2112 offers unbiased analysis on best practices and market trends by providing a decision-making support layer to a management team.

Partner Enablement

Partner Enablement

2112 works with vendors to develop go-to-market programs for partners that ensure sales motions are in place to achieve revenue.

Partner Advisory Councils

Partner Advisory Councils

2112 develops and manages partner and customer advisory councils, facilitates product-user groups and broad industry communities.