Channel Program Development
Indirect channels have proven to be the best route to market for every technology business, regardless of product segment or market. Through channel partners, technology companies expand their sales capacity and market reach, and gain access to more customers than they could reach on their own. 2112 is adept at developing unique channel programs that meet the specific needs of a technology company. We have developed and rehabilitated channel programs for a variety of companies ranging from Fortune 10 service providers to innovative start-ups. Let us help you build a sustainable, profitable channel program.
Channel Business Development
Channels aren’t just about resellers and service providers. Several channel models are available to take a technology company’s products and services to market. 2112 works with technology companies in the development of alliances, OEM agreements, partnerships and joint-marketing relationships. Development is more than just strategy and planning; it’s the identification and facilitation of value-add strategic alliance partners.
Market & Community Assessment Services
No marketplace is uniform or predictable. Indirect reseller channels typically operate on a 90/10 ratio: 90 percent of the sales flow through 10 percent of the resellers and partners. Our Market & Community Assessment Services provide you with a detailed look at the composition of your partner community and insights on how to best optimize indirect sales performance.
Strategic Analysis & Channel Assessments
Every corporate initiative has strengths and weaknesses, especially in the eyes of the intended market of partners and customers. Our Strategic Analysis service evaluates corporate and product initiatives prior to launch and performs message testing. We deliver actionable guidance for adjusting strategic initiatives and provide an assessment of how the messaging will be received by the target community.
How well is your organization performing? Any number of metrics will give you a snapshot of your health, most based on revenue. Our approach is more about discreet levels of performance that affect sales and revenue in the short and long term. Our reporting on your reputational performance gives you deep insight into operational and tactical functions that will bolster — or erode — performance.
Management & Partner Coaching
Executive teams don’t always understand the need for indirect channels and partner initiatives. Partners — resellers, service providers, integrators and distributors — don’t always understand their role in the sales chain or position in the market. Our Management & Partner Coaching services help channel managers and partner executives better understand and articulate their value propositions to partners and leaders in their sales chain.