IPED Channel Strategy

New and Diverse Channel Consulting & Education Offerings

IPED consultants will work with you to determine the best routes to market by evaluating customer buying behaviors, quantifying a vendor's partner needs through a full capacity plan, spotting emerging channel trends via custom category or brand research leading to a comprehensive partner program designed to encompass the goals and objectives of the vendor. IPED's channel strategy and program development offerings utilize existing and custom primary research, backed by data mined from The Channel Company's vast databases.

IPED trainers can then take your plan to the street via Instructor led or Web delivered channel manager and solution provider training providing a closed loop execution framework for the channel chief.

At every stage of the strategy development process, IPED custom research may be utilized to benchmark your products and value propositions or simply to identify the driving factors behind historical partner performance enabling data driven decisions or competitive insights.

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John Machado
Director of Business Development
508.416.1126
jmachado@thechannelcompany.com

 

Channel Strategy Development

IPED formulates a channel strategy that builds on your company's product management plans and leads to the selection of necessary Routes to Market (RTM) addressing the need to determine which partner types (business models) are to be recruited and enabled to achieve your product revenue goals.

Once selected, the various Routes to Market, provides a platform to define the Ideal Partner Profile capturing the typical partner characteristics in preparation for your recruitment needs. A partner Capacity Plan is then completed to quantify the number of partners needed in a particular Route to Market.

Development of a Partner Recruitment Value Proposition follows to be used by your field channel team follows providing a catalyst for the partner to commit.

Channel Size Identified

IPED's consultants will determine your ideal channel model based on the potential customer universe and partner base available. The channel sizing service identifies gaps between your current partner base and total channel size. This data is critical market intelligence enabling you to prioritize recruitment and enablement efforts.

IPED arms you with a granular view of the overall market and pinpoints opportunities specific to your business.