Many IT vendors have a sales channel in addition, or as an alternative, to their own sales force. The channel comprises the partners or resellers with whom they work to extend their sales coverage or reach. An indirect sales channel offers vendors the opportunity to:
• Penetrate new geographical territories
• Reach more customers at a lower cost point
• Penetrate specialised market segments that require particular skills
or specialised knowledge
• Test new markets with reduced levels of risk
• Scale the sales operation very quickly in response to new or unexpected
Channel development initiatives vary widely but most will involve identifying ways to improve key aspects of the financial performance of individual channel partners or the channel as a whole – flexing the compensation package and other variables to arrive at an optimum solution for the vendor and an attractive proposition for the reseller.
Companies that operate largely, or wholly, through a sales channel lose some customer intimacy and/or account control as a consequence. Independent research provides a mechanism to ensure that both quality of service and customer satisfaction are maintained. Over the years Cambashi has completed many projects covering the entire spectrum of activities with partners and resellers, ranging from initial set-up to disengagement or the delicate transition to a direct operation.
Some of the areas where Cambashi expertise and knowledge can help are:
New channel ventures
Develop existing channel
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