This document summarizes various aspects of a company's sales organization, channel strategy, and competitive landscape. It outlines the company's sales organization structure segmented by roles. It also describes the company's VAR channel strategy including identified distributors, reseller programs, dealer selection process, and VAR satisfaction. Additionally, it outlines the retail channel strategy, pricing tactics, and collects information on end user satisfaction and opinions.

1. Market & Competitive
Report Sample
Deliverables

2. Sales Organization:
Sales Organization Total Employment segmented by:
• Number of Sales Representatives •Sales and Service
• Number of SE’s •Trainers
• Inside Sales Support •Customer Service
• Industry Teams (i.e. Government,
•Warehousing & Shipping
Finance or Professional Services)
• Support Organization •Admin and Finance
•Facilities in Canada
•Warehouses
•Repair Depots
•R&D
•Etc.

3. VAR Channel Strategy:
 Identify distributors (e.g. Ingram, Techdata, Synnex, etc.)
 Objective with distributors (i.e. cover retail or commercial or specific
regions)
 Reseller Programs:
 Co-op and MDF
 Volume Rebates
 Training Rebates
 Spiffs, incentives
 Number of dealers
 Dealer selection and authorization procedures

4. VAR Satisfaction with Manufacturer:
 Effectives of Technical Support
 RMA processing
 Cross-shipping programs
 Overall profitability on the line; i.e. profit after:
 Mark-up on invoice
 Co-op and MDF
 Volume Rebates
 Training Rebates
 Spiffs, incentives
 Deal Allocation (i.e. how the vendor decides
who gets to bid on major deals)
 Other

5. Retail Channel Strategy:
 Identify retailers (e.g. BestBuy, Staples,
London Drugs, Costco, Bureau en Gros)
 Objective with distributors (i.e. cover retail
or commercial or specific regions)
 Retail Programs:
 Co-op and MDF
 Volume Rebates

6. Pricing Tactics:
What is their pricing strategy including?
 Vendor preferences
 Volume thresholds
 Bid support mechanisms
 Competitive discounts

7. End User Satisfaction and Opinion
 Vendor preferences
 Buying criteria
 Organizational use
 Etc.