soldREsold Conference Lviv 21/11/2015

1. Sales Channels
By Ihor Kostiv
Client Partner, Eleks

2. About Ihor
20+ years in IT business
15+ years startup and co-ownership experience
2 out of 3 started own businesses successful
Client Partner, Eleks Software
Worldwide Sales and Business Development experience
Working with Partner Network
Account Management

3. Sales channel by Type
Passive
Active

4. Passive Channels
Web site
Advertisement
Reference

5. Active Channels
Direct
Indirect

6. Direct Active Channel
Face to face
Representative
Office
Telemarketing
Mail
Call
Conferencing

7. Indirect Active Channel
Agent
Partner Network
Crowd selling

8. Partner Network
Shop
Integrator
Value Added Reseller

9. Channel Ownership
Comparison
Passive Direct Indirect
Y Y N

10. Channel Cost
Comparison
Passive Direct Indirect
Low High Medium

11. Channel Efficiency
Comparison
Passive Direct Indirect
Low Medium High

12. Channel Risk
Comparison
Passive Direct Indirect
Low Medium High

13. Channel Brand
Awareness
Passive Direct Indirect
Medium High Low

14. Channel Culture
Expenses
Passive Direct Indirect
Average High Low

15. Know Your Customer
Needs
Location
Culture
Behaviors

16. Aim Your Sales For
Current Capabilities
Customer Profile
Future Vision

17. Workshop
Creative part
Crash test

18. Creative Part
Problem statement
Positioning
Market
Competition
Solution
Sales Strategy

19. Crash Test
Sales Strategy Presentation
Joint Review and Brainstorm

20. Thank you for your
attention
Q&A