Once you have selected and developed a unique product, developed your packaging, the selection of your distribution channel and sales representation is key to successful revenue growth. Distribution decisions have significant implications for marketing plans, product pricing, margins, profits, customer support and sales management practices.
This workshop is designed to help managers and executives develop a better understanding of the strategic aspects of distribution and the relationship of channels to other parts of the organization.
Learn to:
• Choose the best channels to reach your customers
• Identify the strengths and weaknesses of your channel and partnering program
• Structure your sales organization to operate more effectively
• Build and manage successful partnering relationships
• Enable partnerships to fast track results
• Examine costs of channels and sales force options.
• Optimize market coverage at target levels of profitability
• Identify which marketing strategies best support your channel choices
• How to minimize destructive channel conflict
Building Sales, Operations and Market Entry into the USA 03182015Stephen Davis
This is a presentation that I have given over the last few months to groups of companies from Switzerland, United Kingdom, Columbia and Mexico who are just scoping out how to Go-to-Market in the USA.
Six Essentials for Innovating in Channel Sales & MarketingAllbound, Inc.
Analysts say 2015 is the year of sales automation and machine intelligence. But with innovation now commonplace, why has so little been applied to channel sales and marketing?
If you sell through channel partners and resellers and are frustrated by the same systemic issues day in and out, THERE IS HOPE.
Scott Salkin, Founder and CEO of Allbound, and Michelle Andreas, Director of Business Development & Marketing Solutions at Avnet Technology Solutions, highlight six advancements that can help open your channel and streamline effectiveness...upstream and down.
Targeting High Potential Sales Channel PartnersBI WORLDWIDE
The GOALS of the manufacturer and those of the distribution channel are often at odds.
The channel wants to focus on high-margin products and increase total sales, while manufacturers want channel partners to promote the whole line and increase market share for the manufacturer’s brands.
Channel partners want more autonomy and exclusive access to end users, while manufacturers want more control and their own access to end users.
Partnerships help resolve these issues by enabling both parties to focus on end users’ needs and agreeing on strategies that build shared profit across the entire channel.
Everyone has opinions about how best to segment and target channel partners. Ultimately the goal is dealer, distributor or customer loyalty but getting to that point often requires a variety of strategies.
This chart shows a classic segmentation of dealers or dealer reps:
New or low-performing reps who need simple onboarding strategies to support and engage their efforts.
Lower-middle performers who may need training to find their fit with your brand or products.
Higher-middle performers who have found a way to gain some momentum in your direction and should be rewarded for their efforts.
Retaining top performing reps requires a mixture of all of these strategies, plus a healthy amount of recognition for their efforts.
High performing channel partners demonstrate a variety of characteristics:
They have clearly defined goals for representing your brand and selling your product.
They have the necessary knowledge and skills.
They are aware of how they stack up and how they can improve to meet their goals.
They are emotionally engaged with your brand.
They are focused on the right sales and marketing activities.
They understand the relationship needs to benefit both partners.
But what about the rest of your channel partners? You can reach out to middle performers and get them moving in your direction with a few simple strategies. But it all comes down to sharing common goals for success.
Shared goals can only be accomplished through strong business relationships that demonstrate:
A high level of trust
A common understanding of marketplace issues Joint business activities
Shared resources and best practices
Building Sales, Operations and Market Entry into the USA 03182015Stephen Davis
This is a presentation that I have given over the last few months to groups of companies from Switzerland, United Kingdom, Columbia and Mexico who are just scoping out how to Go-to-Market in the USA.
Six Essentials for Innovating in Channel Sales & MarketingAllbound, Inc.
Analysts say 2015 is the year of sales automation and machine intelligence. But with innovation now commonplace, why has so little been applied to channel sales and marketing?
If you sell through channel partners and resellers and are frustrated by the same systemic issues day in and out, THERE IS HOPE.
Scott Salkin, Founder and CEO of Allbound, and Michelle Andreas, Director of Business Development & Marketing Solutions at Avnet Technology Solutions, highlight six advancements that can help open your channel and streamline effectiveness...upstream and down.
Targeting High Potential Sales Channel PartnersBI WORLDWIDE
The GOALS of the manufacturer and those of the distribution channel are often at odds.
The channel wants to focus on high-margin products and increase total sales, while manufacturers want channel partners to promote the whole line and increase market share for the manufacturer’s brands.
Channel partners want more autonomy and exclusive access to end users, while manufacturers want more control and their own access to end users.
Partnerships help resolve these issues by enabling both parties to focus on end users’ needs and agreeing on strategies that build shared profit across the entire channel.
Everyone has opinions about how best to segment and target channel partners. Ultimately the goal is dealer, distributor or customer loyalty but getting to that point often requires a variety of strategies.
This chart shows a classic segmentation of dealers or dealer reps:
New or low-performing reps who need simple onboarding strategies to support and engage their efforts.
Lower-middle performers who may need training to find their fit with your brand or products.
Higher-middle performers who have found a way to gain some momentum in your direction and should be rewarded for their efforts.
Retaining top performing reps requires a mixture of all of these strategies, plus a healthy amount of recognition for their efforts.
High performing channel partners demonstrate a variety of characteristics:
They have clearly defined goals for representing your brand and selling your product.
They have the necessary knowledge and skills.
They are aware of how they stack up and how they can improve to meet their goals.
They are emotionally engaged with your brand.
They are focused on the right sales and marketing activities.
They understand the relationship needs to benefit both partners.
But what about the rest of your channel partners? You can reach out to middle performers and get them moving in your direction with a few simple strategies. But it all comes down to sharing common goals for success.
Shared goals can only be accomplished through strong business relationships that demonstrate:
A high level of trust
A common understanding of marketplace issues Joint business activities
Shared resources and best practices
Integration of classic consolidation mergers and new business models like XaaS are very different ball games. This paper brings together views of experts in the industry, results of polling 35 plus M&A professionals and FTI Consulting's point of view about lessons learned and things to consider.
USA Sales & Distribution Strategies StrategiesStephen Davis
This is a presentation that I have given to over 1000 Canadian companies over the years for the Atlantic Canadian Opportunities Agency (ACOA), The Canadian Consulate, Business New Brunswick, Innovation PEI, and the American Chamer of Commerce on how to develop sales in the USA.
You can find out...
*ATTEND’s global market expansion strategy
*Who ATTEND are looking for
*How we promote ATTEND in the market
*How ATTEND protect your reputation
*How ATTEND protect your project
*Supporting resources from ATTEND
*The business term
*What ATTEND expects from distributors
This is the year when technology and digital channels are going to enhance the way vendors communicate with their partners — and vice versa.
According to our panel of channel marketing thought leaders, the digital landscape will impact how vendors are segmenting leads for partners and ensure that messaging to buyers is relevant and contextual.
This lecture provides practical tips on how to prepare to enter the marketplace with your product. It is relevant for all start-ups that are still in a development phase and contemplating the various pieces that need to be in place for product launch. Case studies are used to emphasize the importance of taking a customer-centered approach to market entry and illustrate the barriers to scaling and selling your product.
Short university lecture about how mobile Telco operators can improve their profitability leveraging a strategic and value based approach to Channel Management
Sydney Subscribed 2016: Growing, Scaling, and Expanding with ZuoraZuora, Inc.
APAC MD John Kearney, hosts a fireside chat with local Australian customers to discuss everything from international growth to pricing flexibility & new market segments for ANZ businesses operating in a Subscription Economy.
John Kearney, MD APAC Zuora, John Biviano, MD ANZ, Nearmap & Matt Peters, COO, iSeekPlant
One of QDI’s clients, a high end equipment manufacturer, could see the growing accessories volume was changing their market. Increasing volume and order frequency was making accessory and consumable distributors more powerful. Rather than give up power, our client said, “We have knowledge, equipment, software, and access to accessories and consumables -- Let’s create an even better solution.” (VALUE CREATION) The presentation shows the market structure, product mix, market shares, key findings, and strategy recommendations.
It is a case analysis of a Harvard Business School Case. This ppt shows how a shift has taken place from upstream to downstream activities in the business.
Addresses issues to consider when developing an effective channel strategy & program. Lecture delivered by Craig Justice at University of San Diego to graduate students in the MSEL (Masters of Science in Executive Leadership) program, March 12, 2011.
Winning Ad Ops Strategies: Microsoft & Kelley Blue Book Panel Discussion with...Operative
For a rare look into how premium media organizations approach ad operations, please view our webcast panel discussion with Microsoft Digital Advertising Solution's Manager of Account Services, Heather Miranda, and Kelley Blue Book's VP of Advertising Operations, Melissa Bertram. Heather and Melissa discuss topics including the challenges facing ad operations today, which metrics are most important to track, how ad operations will evolve in the future, as well as examples of recent successful initiatives. http://www.operative.com
This is a presentation that I gave on developing sales channels to a group of entrepreneurs at the Technology Capital Network in July 2007 in the Boston area
Integration of classic consolidation mergers and new business models like XaaS are very different ball games. This paper brings together views of experts in the industry, results of polling 35 plus M&A professionals and FTI Consulting's point of view about lessons learned and things to consider.
USA Sales & Distribution Strategies StrategiesStephen Davis
This is a presentation that I have given to over 1000 Canadian companies over the years for the Atlantic Canadian Opportunities Agency (ACOA), The Canadian Consulate, Business New Brunswick, Innovation PEI, and the American Chamer of Commerce on how to develop sales in the USA.
You can find out...
*ATTEND’s global market expansion strategy
*Who ATTEND are looking for
*How we promote ATTEND in the market
*How ATTEND protect your reputation
*How ATTEND protect your project
*Supporting resources from ATTEND
*The business term
*What ATTEND expects from distributors
This is the year when technology and digital channels are going to enhance the way vendors communicate with their partners — and vice versa.
According to our panel of channel marketing thought leaders, the digital landscape will impact how vendors are segmenting leads for partners and ensure that messaging to buyers is relevant and contextual.
This lecture provides practical tips on how to prepare to enter the marketplace with your product. It is relevant for all start-ups that are still in a development phase and contemplating the various pieces that need to be in place for product launch. Case studies are used to emphasize the importance of taking a customer-centered approach to market entry and illustrate the barriers to scaling and selling your product.
Short university lecture about how mobile Telco operators can improve their profitability leveraging a strategic and value based approach to Channel Management
Sydney Subscribed 2016: Growing, Scaling, and Expanding with ZuoraZuora, Inc.
APAC MD John Kearney, hosts a fireside chat with local Australian customers to discuss everything from international growth to pricing flexibility & new market segments for ANZ businesses operating in a Subscription Economy.
John Kearney, MD APAC Zuora, John Biviano, MD ANZ, Nearmap & Matt Peters, COO, iSeekPlant
One of QDI’s clients, a high end equipment manufacturer, could see the growing accessories volume was changing their market. Increasing volume and order frequency was making accessory and consumable distributors more powerful. Rather than give up power, our client said, “We have knowledge, equipment, software, and access to accessories and consumables -- Let’s create an even better solution.” (VALUE CREATION) The presentation shows the market structure, product mix, market shares, key findings, and strategy recommendations.
It is a case analysis of a Harvard Business School Case. This ppt shows how a shift has taken place from upstream to downstream activities in the business.
Addresses issues to consider when developing an effective channel strategy & program. Lecture delivered by Craig Justice at University of San Diego to graduate students in the MSEL (Masters of Science in Executive Leadership) program, March 12, 2011.
Winning Ad Ops Strategies: Microsoft & Kelley Blue Book Panel Discussion with...Operative
For a rare look into how premium media organizations approach ad operations, please view our webcast panel discussion with Microsoft Digital Advertising Solution's Manager of Account Services, Heather Miranda, and Kelley Blue Book's VP of Advertising Operations, Melissa Bertram. Heather and Melissa discuss topics including the challenges facing ad operations today, which metrics are most important to track, how ad operations will evolve in the future, as well as examples of recent successful initiatives. http://www.operative.com
This is a presentation that I gave on developing sales channels to a group of entrepreneurs at the Technology Capital Network in July 2007 in the Boston area
The number and type of channels that customers are using has rapidly grown to include the Internet, smartphones and a host of social media options. The result is an increase in possible customer touch points, which presents new opportunities for organizations to interact with their customers.
With the increasing sophistication and empowerment of customers, this trend is driving the need for organizations to use new channels in new ways. However, many organizations have not been successful, experiencing disappointing results due to mismanagement of a new channel or misjudgement of overall channel requirements. This mismanagement can detrimentally affect company results.
Capgemini Consulting advises that a channel strategy designed for customer needs is imperative to ensure channel success.
14 steps to build a professional reseller partner programDaniel Nilsson
Learn how to sell and promote your product / solution efficiently through a reseller partner network. The presentation gives you 14 detailed steps on how to build your own professional reseller partner program including tips and tools.
I created this presentation after doing extensive research on how to create professional partner programs. The data I have reviewed are from marketing experts, Gartner, reports, vendors and my own personal experience building several global partner programs.
The purpose of the presentation is to share my conclusions on how to build a successful partner program that works for any type of organization.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hear from you.
Some pictures can be a bit blurry when you view the presentation directly from the web. To see a high quality version of the presentation simply download it. If you have any questions please don't hesitate to contact me at www.daniel-one.com
Plan, manage, optimise: preparing for content marketing in 2014 - Dr Dave Cha...B2B Marketing
2013 has been the year when Content Marketing matured as a mainstream marketing activity attracting significant budgets. For many B2B companies though, Content Marketing has been established as a core digital marketing activity for many years and they are refining their techniques. In this Keynote, Dr Chaffey, author of Digital Marketing: Strategy, Implementation, and Practice will highlight 10 trends needed to make the most of content marketing. He will show through examples how leading companies are prioritising, managing and optimising their B2B content marketing including examples of new applications and new interactive B2B content marketing tools.
THE SECRET SAUCE FOR ACCELERATING INDIRECT SALESJordan Linford
This eBook is the definitive guide to Partner Relationship Management: What is it, who is it for, do you need it, what are the pitfalls, how to buy it and how to get started.
Manitoba Motor Dealers Association - The New Rules of Engagement in Dealer Ma...Shane Gibson
http://closingbigger.net Manitoba Motor Dealers Association - The New Rules of Engagement in Dealer Marketing. Presented by Shane Gibson author and social media and social selling speaker.
Touching on the story of Paul Revere from Malcolm Gladwell's The Tipping Point and Dandelion Marketing, this presentation to college students at Rensselaer Polytechnic Institute (RPI) in Troy, NY focuses on entrepreneurship best practices and growth hacking.
Presentation created for COMM 107 - Oral Communication: Principles and Practice
University of Maryland
Source: Communication: A Social and Career Focus by Berko, Wolvin & Wolvin
BetterCloud - A Customer Journey Deconstructed Putting Customers First to Dri...Nic Poulos
Presentation by Taylor Gould, VP of Marketing at BetterCloud, from the Marketo Marketing Nation Summit 2014. Taylor walks us through his approach to intelligent marketing automation and marketing-sales alignment in this presentation, "A Customer Journey Deconstructed Putting Customers First to Drive Revenue and Loyalty." BetterCloud provides insights, management, and security for cloud office platforms including Google Apps and Office 365.
If you're a startup founder, building your audience is as important as building your product. Here's my go-to-market framework adapted for pre-MVP startups. Presented at Le Camp Accelerator, Quebec City, Canada.
Bowery Capital - Guide To Startup Sales ToolsNic Poulos
Bowery Capital is a VC based in NYC & SF investing in early-stage business software startups. We accelerate our portfolio companies' growth by focusing squarely on support around early customer acquisition. We've helped many B2B startups build & scale sales teams and know that sometimes you need the right tools to win. So we thought it would be helpful to aggregate some of our team's & founders' learnings around early-stage sales tools that work. We hope startups will find this resulting guide to be helpful and encourage everyone to reach out via Twitter, LinkedIn or email with any feedback so we can update & improve it over time!
Re-ignite Your Business Growth: How to Grow Your Business in any EconomyStephen Davis
Are your sales stalled, plateaued or declining? The business landscape has changed and traditional business models no longer seem to work. Business can’t grow if it doesn’t adapt or if it isn’t designed for growth.
The fact is that most businesses aren’t growing today. They’re trying hard but the ideas and tactics that they’re using just aren’t working. And they don’t know why. The problem is more than a tactical one. Just changing tactics or increasing the marketing budget will not fix your revenue problem.
Achieving a business growth is done by design with a clear plan. In this workshop we’ll show you the steps you can take to reenergize your business and reignite revenue growth.
What Attendees Will Learn
• Why their current efforts to grow seem to be falling short
• How to better formulate strategic plans to adapt the company for rapid growth
• Ten steps that can be employed to accelerate revenue
• How to get marketing and sales working together to maximize ROI
• How to stay focused on consistent growth
• Practical ideas you can employ immediately to get the company back on a positive growth curve.
Ignite Your Business Growth: How to Get Traction for Your Startup 03112015Stephen Davis
Topic presented at the Business Fundamentals Bootcamp in Boston March 6, 2015
Most startups don't fail at building a product. They fail at acquiring customers when they launch. Traction shows the world and investors that your startup is viable and a good investment opportunity
The fact is most young businesses don’t achieve enough traction in the market. They’re trying hard but the ideas and tactics that they’re using just aren’t working. And they don’t know why. The problem is more than a tactical one. Just changing tactics or increasing the marketing budget will not fix your revenue and customer acquisition problem.
Achieving a business growth is done by design with a clear plan. In this workshop we’ll show you the steps you can take to energize your business and ignite revenue growth.
What Attendees Will Learn
• Why their current efforts to grow seem to be falling short
• How to better formulate strategic plans to adapt the company for rapid growth
• Ten steps that can be employed to accelerate revenue
• How to get marketing and sales working together to maximize ROI
• How to stay focused on consistent growth
• Practical ideas you can employ immediately to get the company back on a positive growth curve.
This webinar presented by Landslide Technologies features John Holland from CustomerCentric Selling and focuses on the topic of: Strategies for Building World Class Sales Organizations. How can you turn your sales team from average into "world class"?
Re-ignite Your Business Growth: How to Grow Your Business in any EconomyStephen Davis
Are your sales stalled, plateaued or declining? The business landscape has changed and traditional business models no longer seem to work. Business can’t grow if it doesn’t adapt or if it isn’t designed for growth.
The fact is that most businesses aren’t growing today. They’re trying hard but the ideas and tactics that they’re using just aren’t working. And they don’t know why. The problem is more than a tactical one. Just changing tactics or increasing the marketing budget will not fix your revenue problem.
Achieving a business growth is done by design with a clear plan. In this workshop we’ll show you the steps you can take to reenergize your business and reignite revenue growth.
What Attendees Will Learn
• Why their current efforts to grow seem to be falling short
• How to better formulate strategic plans to adapt the company for rapid growth
• Ten steps that can be employed to accelerate revenue
• How to get marketing and sales working together to maximize ROI
• How to stay focused on consistent growth
• Practical ideas you can employ immediately to get the company back on a positive growth curve.
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkClearAction Continuum
For an updated version of this presentation: https://www.slideshare.net/clearaction/marketing-operations-roi-its-simpler-and-way-harder-than-you-think-127189832
How Marketing Operations can help you more effectively utilize metric data to measure ROI.
See https://ClearAction.com
Stop Guessing, Start Knowing: Maybe We Should Be Problem Managers InsteadAggregage
Yet many product managers and most product owners are too busy with tactical issues that they never come close to addressing these issues. Is product management primarily supporting the tactics of other departments? Or is it a strategic role that is grounded in market facts? Personal experience with customers is the source of product management insights. Product managers need to look beyond UX to the entire customer experience through every step of the product life cycle.
Stop Guessing, Start Knowing: Maybe We Should Be Problem Managers InsteadHannah Flynn
Three things keep company leaders awake at night: 1) Can we sell more of what we built? 2) Can we build what we’ve planned? And 3) Are we planning the right things? Rather than departmental issues, these are product strategy issues.
Yet many product managers and most product owners are too busy with tactical issues that they never come close to addressing these issues.
Is product management primarily supporting the tactics of other departments? Or is it a strategic role that is grounded in market facts? Personal experience with customers is the source of product management insights. Product managers need to look beyond UX to the entire customer experience through every step of the product life cycle.
Crescendus™ | B2B Marketing : Practical Tips
This presentation will be relevant for manufacturers of B2B Products & Services. Before you build your Marketing Strategy, pay attention to some of the topics listed in this Presentation.
Viewers of this Presentation may also be interested in additional comments that can be found at:
https://plus.google.com/112139847130266663341/posts/ZaBH6Ceiaqh
Need Help?
contact@crescendus.com | www.crescendus.com
Many start-ups have great ideas but struggle when it comes time to bring the product to market and have difficulty in selecting a market to focus on. Defining your optimal target market and identifying the ideal prospect will help you streamline the effectiveness of your marketing, shorten the sales cycle and close more business.
In this program we’ll cover:
• Comparing mass marketing to target marketing
• How segmentation can improve your market position
• Practical ideas to segment and prioritize market opportunities
• Developing detailed customer profiles that will improve sales
• Learn the stages of the customer buying process
• How incorporate target marketing into your overall strategy
Stephen N. Davis, Principal and Founder of The CXO Advisory Group (http://www.cxoadvisorygroup.com/about-us/Stephen-Davis.htm), advises businesses on how to optimize and improve operations, accelerate sales and profits, and seize the most attractive growth opportunities. Steve has worked with companies in North America, Europe and Asia to assist them in establishing US market operations, strategic alliances, joint ventures, business development and sales management. He has also assisted clients with due diligence and preparation for venture financing.
We have more than 20 years’ experience in complex IT solutions needing explanation as well as sales methods. Our portfolio is IT and non-IT oriented: from a former system house and Microsoft ISV to a best practice solution seller and inside account management partner.
innotec’s team has great expertise in sales and process building, implementation and management.
We have more than 400 employees located in 8 locations around the world with clients in many diverse industries and sectors.
We cover the entire value chain, starting with the creation of awareness in all target markets, generating valid leads and demand for the sales teams. We support all stages of opportunity development and closing as well as the after-sales processes thanks to our exceptional customer care services.
Similar to Choosing and managing sales channels for your startup mc carterenglish - 09192012 (20)
Maximizing Your Marketing ROI - Align Sales & MarketingStephen Davis
Secrets to Maximizing Your Marketing ROI: Aligning Sales and Marketing
Are your sales and marketing teams working together or are they at war with each other? In today’s tough economy, business can’t afford to expend resources, time or money pursuing opportunities that will not result in revenue. Shrinking budgets, lengthening sales cycles and marketing programs that don’t work are frustrating your sales teams more than ever before. Aligning these organizations can offer you the greatest opportunity to yield better quality leads from your marketing efforts, shorten the sales cycle, close more business and reduce marketing costs. Good working partnerships between these organizations serve as the foundation for profitable revenue growth.
USA Market Entry Services - CXO Advisory GroupStephen Davis
Commercial success in the U.S. relies on three factors: a strong product, a comprehensive market entry strategy and a strong distribution and sales network. Unfortunately, many companies have failed in their attempt to enter the U.S. market. In most cases, these companies fail because they lack a clear market entry plan and lack experience in the U.S. market.
The CXO Advisory Group can be your gateway to success in the U.S.A.
This is a presentation that I have given to over 750 Canadian and European companies over the years on how to build their Venture Capital Pitch before they actually meet with potential investors.
Developing Your International Market StrategyStephen Davis
To succeed in global business, companies need to simplify their approach to export operations while unifying their international sales and marketing efforts.
This was a presentation as part of a panel where we disccused: strategy considerations before your first actions; how to approach the daunting task of positioning your business for international sales, marketing and distribution; how brand positioning and direct communications can have a multiplier effect on your success; and how to integrate cultural, language and marketing considerations so they are synergistic with your business strategy and execution plans.