European Channel Development
Developing effective 3rd party sales channels for your business
Have you a European Channel Partner Strategy?
While 3rd party sales partners (distributors, agents, etc) may be your preferred option, most channel partnerships ultimately fail due to poor channel strategy, poor partner choice or poor partner support.
Getting the overall strategy right is the first step therefore and needs to consider many factors such as country selection, market competititiveness, pricing, channel fit, resourcing requirements, etc. Before you jump into the recruitment process therefore, have you developed an overall channel strategy for the European market?
Channel Partner Recruitment
We can support your channel development needs by project managing all stages of the partner recruitment process.
This starts with the development of a channel partner brief followed by a comprehensive search process to identify an initial set of partner candidates. We work closely with you to review customer, product and company fit before engaging in deeper qualification of all short listed partners. Our process involves the co-ordination of calls/meetings with prospective partners along with consultancy around at commercial alements of the sales partner agreement.
Channel Partner Marketing
Marketing your products and services through 3rd party sales partners requires careful planning, co-ordination and review if you are to be control of your strategy, message and spend.
A channel marketing plan will ensure that all of these things are in place to support the success of your local sales partner. Our services include channel partner audits, channel brand management, co-op marketing plan development and the development of formal channel partner support plans.