Creating a successful channel strategy

Even the most successful of companies have to plan for the future. Growth can be achieved through new products, new resellers, new routes to market or optimising the channels currently at your disposal. You will be facing complex challenges, including:

  • Understanding and valuing your current sales model
  • Consideration of alternate models
  • Identifying cross-sell and up-sell opportunities
  • Identifying key business partners
  • Building a robust partner programme
  • Creating a business plan and scorecard to measure your success

Analysing the current position and identifying the most appropriate strategy requires experience and a fresh perspective. With experience of dealing with the largest software companies in the world, Giant Step can bring specialist techniques to your business and provide the fresh perspective needed.

Our Channel Planning for Sales Growth Programme will help accelerate the process of identifying and optimising the channels at your disposal. We can help you build a plan for the future and work with you, from the base data upwards, to build your channel proposition.

Giant Step will help you understand where your current return on investment can be found and how to maximise this for the future. We can help you evaluate future revenue streams, evaluate the relative strengths and weaknesses and design an effective partner programme.

Benefits of Channel Planning for Sales Growth Programme:

Phase 1: Discovery Workshop

Success to date has been built on many factors. We will help you unravel those components and analyse the trends and anomalies in your channel strategy. We will combine your views, with those of your partners and your sales people and examine all of these in conjunction with your sales and revenue data.

Phase 2: Scenarios

We will develop, model and identify some scenarios for your consideration. Together we can refine the scenarios to allow you to focus on key performance indicators, a dashboard for ongoing evaluation and a set of targets for you to implement in your organisation.

Phase 3: Strategy for Partner Engagement

This phase will ensure that you have an action plan to move your chosen scenario forward. We will help you identify and build the key aspects of your partner programme and help you work with your business partners, making key introductions where possible.

Phase 4 : Implementation and evaluation

Ongoing support and review ensures that you have continued access to our UK market expertise and that your channel plan remains on track.

A winning programme built on mutual objectives

1. Discovery workshop and data sharing exercise

2. Key findings and strategy setting exercise including modelling scenarios

3. Identification of key performance indicators, dashboard and targets

4. Creation of a partner programme and introductions where possible to key contacts

5. Ongoing support to implement plan and evaluate success