Improve Channel Effectiveness

What We Do

By some estimates, somewhere between 40% and 70% of sales are sourced through a channel partner, dealer or reseller¹. This number can grow even higher in some industries. With so much depending on channel partners, manufacturers need to build solid partnerships that drive loyalty and are based on the brand's core values.

Unfortunately, these relationships are trending in the opposite direction. Partner satisfaction with suppliers has been declining² leaving the majority of suppliers concerned about channel alignment³.  The current situation need not appear bleak .  We see it as a great opportunity. By correctly aligning channel and supplier business goals, it is possible to create deeper relationships that result in top-line revenue growth.

Maritz can help you achieve optimal results through a focus on the people who both connect with and reside in the channel.  Our approach is designed to extend your reach into the network by targeting four key drivers of channel success:

1. Inform the process: By integrating channel, end-customer and employee research, you can identify critical drivers and existing gaps to better align your channel around activities that drive business results for both you and your partner.

2. Segment your partner community: Not all partners are the same. Segment your partner network based on both firmographic and cultural aspects to demonstrate an understanding of their business and prepare them for success.

3. Create brand advocates in the channel: Building brand advocates in the channel requires enabling channel facing employees to become trusted business partners, co-creating business plans that connect the goals of both parties and communicating best practices through new and existing channels.

4. Reward and recognize performance: Reward and recognize your top performers through exclusive awards like memorable group travel and other experiential events to deepen relationships and enable the cross-pollination of ideas. Motivate your middle performers to improve through self-funding points-based incentive programs that capture mindshare.

For more information on how we can help you improve the performance of your channel network, please contact your Maritz Account Manager or call us at 1-877-4-MARITZ (462-7489).

Footnotes:

1. Channel Management Group – Research (2007)
2. Sales Executive Council – Enabling Channel Partner Relationships (2005)
3. Sales Executive Council – Enabling Channel Partner Relationships (2005)