Channel Enablers ChannelPROTM Framework
Here at Perspective Change we specialise and have extensive experience in multi-channel operations. We are practitioners with Channel Enablers and the proven ChannelPRO™ framework which delivers unique solutions for our clients specific issues and opportunities.
The ChannelPRO™ method is used to evaluate partner programmes and benchmark it against industry best practices in order to answer the most important question; “What should we do to drive sales productivity and improve our profitability?”
The ChannelPRO™ methodology is built upon seven Key Performance Areas (KPA’s):
- Target Market Segmentation and Mapping
Do we have enough of the right type of coverage to address the market opportunity?
- Whole Product
The totality of products, services, attributes and partnerships that are required to completely meet market requirements.
- Partner Selection & Recruitment
Identify attributes of an ‘ideal’ partner, determine ‘gaps’ among existing partners and recruit the best new partners.
- Channel Enablement
Systems and processes that drive the creation of more effective partners and speed up time to market.
- Partner Programmes
Identify the most effective partner programme elements and understand competitive issues.
- Sales Productivity
Sales territory and partner planning alignment to drive sales productivity.
- Company Alignment
Are we organised, measured and compensated in a way which effectively integrates our channel strategy into overall business?
For more information about our programmes and to find out how you can optimise your multi-channel route to market, contact us today.