Channel Management - Luck or Method?
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The document outlines the importance of channel management in driving partner performance and achieving business objectives. It discusses key strategies for developing the right partners, evaluating investment effectiveness, and ensuring competitiveness against rivals. Additionally, it emphasizes the need for clarity in strategy, team alignment, and management systems to optimize results.
Channel Management - Luck or Method?
- 1. CHANNEL MANAGEMENT It is not luck. It is method.
- 2. What You’ll Learn: • What is the best channel strategy for your 1 objectives? • How to find and develop the right partners? 2 • Are your investments driving the right partner 3 behaviors? • Are you compelling verses your competition? 4 • How well is your team driving results? 5
- 3. READY?
- 4. LET’S START BY DISPELLING SOME MYTHS.
- 5. FIRST Channel partners survive through relationships.
- 6. SECOND Channel partners seek more than technology from their vendors.
- 7. FINALLY Channel partners respond to vendor programs.
- 8. So why exactly should you care?
- 9. Channel partners are how you get your products and services to market..
- 10. You can influence the customer and You can shape the offering presented. But it’s the Channel Partner’s drive, capabilities and skills that will determine whether customers buy and how they will feel about you.
- 11. In other words…
- 12. YOU NEED THEM.
- 13. MORE THAN THEY NEED YOU.
- 14. AND THAT CAN BE VERY SCARY.
- 15. VERY, VERY SCARY!
- 16. DO YOU HAVE THE RIGHT CHANNEL PROGRAM?
- 17. WOULD YOU KNOW IF YOU DID?
- 18. OR WORSE, DID NOT?
- 19. YOU REALLY SHOULD KNOW.
- 20. SO WHAT CAN YOU DO? • Get clear on your strategy. 1 • Know who delivers value. 2 • Leverage your competitive assets. 3 • Invest to drive the right behaviors. 4 • Strengthen your team’s results. 5
- 21. FIRST Know your goals.
- 22. SECOND Know the capabilities of your channel partners.
- 23. FINALLY Understand if you’re driving the right behavior.
- 24. YOU NEED TO KNOW.
- 25. EVEN IF IT DOESN’T LOOK GOOD.
- 26. DON’T WORRY, IT USUALLY DOESN’T LOOK GOOD.
- 27. LET’S GET TO KNOW WHETHER YOU KNOW!
- 28. READY?
- 29. DO YOU KNOW THE BEST CHANNEL strategy FOR YOUR OBJECTIVES?
- 30. HAVE YOU MADE THE RIGHT CHOICES? Objectives Strategies Value Business Chain Model
- 31. GIVEN YOUR STRATEGIC INTENTIONS Customers served Market expansion Solutions offered Product extension Objectives Strategies Core Competencies Customer acquisition Competitive strengths Convergence & consolidation Market economics Managed relationships Customer preferences Value Business Alliances Scale and complexity Chain Model Margin structure Transaction control Programmatic capabilities
- 32. Do you have the right plan?
- 33. and it is working?
- 34. DO YOU KNOW HOW TO FIND AND DEVELOP THE right partners?
- 35. Know who delivers value.
- 36. And who does not.
- 37. Only then can you manage your investment.
- 38. HAVING THE RIGHT ECOSYSTEM IS ESSENTIAL.
- 39. Coverage
- 40. Capability
- 41. Commitment
- 42. Capacity
- 43. DO YOU KNOW YOUR CHANNEL IMPACT INDEX? Coverage x Capability x Commitment x Capacity = Total Impact Index
- 44. YOU SHOULD!
- 45. DO YOU KNOW WHETHER YOUR investment DRIVE THE RIGHT PARTNER BEHAVIORS?
- 46. HOW DO YOU currently DECIDE HOW TO INVEST?
- 49. Your pocketbook?
- 50. In other words…
- 51. You guess!
- 53. THE RESULTS YOU ARE SEEKING MAY NOT BE THERE.
- 54. INVEST TO DRIVE THE RIGHT BEHAVIORS. Customers Outcomes Scale 3.71" Benefits PARTNERS 3.71" Solutions Structure Measures Attainments
- 55. DO YOU KNOW IF YOU ARE compelling VERSES YOUR COMPETITON?
- 56. YOU NEED TO KNOW WHAT TO OFFER.
- 57. TO BE more compelling THAN YOUR COMPETIOTION.
- 58. YOU CAN CONTROL THE VARIABLES.
- 59. YOU CAN CONTROL THE VARIABLES. Market Momentum DEMAND STRENGTH Partner Economics MARGIN COSTS BENEFITS Joint Alignment FIT RELATIONSHIP
- 60. BUT YOU NEED CLARITY.
- 62. DO YOU HAVE THAT CLARITY?
- 63. DO YOU KNOW WHETHER YOUR TEAM IS DRIVING results?
- 64. IS YOUR TEAM WELL ALIGNED?
- 65. MAYBE NOT.
- 66. and that’s OK .
- 67. REMEMBER: YOU’RE BUILDING A TEAM
- 68. A STRONG TEAM.
- 69. WORK ON THEIR WEAKNESSES.
- 71. AND MAKE THEM BETTER.
- 72. MYTH: GOOD PEOPLE ARE ENOUGH.
- 73. FACT: APPROACH IS OFTEN AS IMPORTANT AS YOUR PEOPLE .
- 74. DISCONNECT DECISIONS DON’T STICK.
- 75. DISCONNECT PEOPLE DON’T COMMUNICATE WELL WITH EACH OTHER
- 76. DISCONNECT THE INCENTIVES DON’T MATCH THEIR GOALS.
- 77. DISCONNECT THE TOOLS & PROCESSES DON’T FIT THE NEEDS
- 78. DISCONNECT THE RULES OF ENGAGEMENT ARE UNCLEAR
- 79. HOW WOULD YOU DESCRIBE YOUR TEAM’S PERFORMANCE?
- 80. Unstructured
- 81. Basic
- 82. Functional
- 83. Robust
- 84. . BE FLEXIBLE
- 85. BE DISCIPLINED.
- 86. BE RESULTS DRIVEN.
- 87. DO YOUR MANAGEMENT SYSTEMS
- 88. MAKE THEM BETTER INDIVIDUALS?
- 89. MAKE THEM A BETTER TEAM?
- 90. SO WHAT SHOULD YOU KNOW? • What is the best channel strategy for your 1 objectives? • How to find and develop the right partners? 2 • Are your investments driving the right partner 3 behaviors? • Are you compelling verses your competition? 4 • How well is your team driving results? 5
- 91. can help you know.
- 92. ABOUT TOUCH BUSINESS CONSULTING Touch Business Consulting provides strategy, operations and executive communications consulting services for companies in the technology, manufacturing, financial services, and healthcare industries. We are recognized leaders in partner strategies and operations. Touch Business Consulting is part of Touch Worldwide that provides brand experiences. Together we provide clients with powerful business solutions. Visit us at www.touchbc.com Contact us at: info@touchbc.com or (888) 732-6777
- 93. © 2009 Touch Business Consulting. All Rights Reserved. www.touchbc.com