Sales Channels By Ihor Kostiv Director, Engineering @ GlobalLogic
Sales ChannelsBy Ihor Kostiv
Director, Engineering @ GlobalLogic
About Ihor20+ years in IT business
15+ years startup and co-ownership experience 2 out of 3 started own businesses successful
Recent 10+ years Worldwide Sales and Business Development experience
Working with Partner Network
Account Management
Sales channel by Type
Passive
Active
Passive Channels
Web site
Advertisement
Reference
Active Channels
Direct
Indirect
Direct Active ChannelFace to face
Representative
Office
Telemarketing Mail
Call
Conferencing
Indirect Active Channel
Agent
Partner Network
Crowd selling
Partner Network
Shop
Integrator
Value Added Reseller
Channel Ownership Comparison
Passive Direct IndirectY Y N
Channel Cost Comparison
Passive Direct IndirectLow High Medium
Channel Efficiency Comparison
Passive Direct IndirectLow Medium High
Channel Risk Comparison
Passive Direct IndirectLow Medium High
Channel Brand Awareness
Passive Direct IndirectMedium High Low
Channel Culture Expenses
Passive Direct IndirectAverage High Low
Know Your CustomerNeeds
Location
Culture
Behaviors
Aim Your Sales ForCurrent Capabilities
Customer Profile
Future Vision
Workshop
Creative part
Crash test
Creative PartProblem statement
Positioning
Market
Competition
Solution Sales Strategy
Crash Test
Sales Strategy Presentation
Joint Review and Brainstorm
Thank you for your attention
Q&A