2009 Channel Management Stefanos Chrysanthakopoulos, Local Sales November 10, 2008
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2009 Channel Management
Stefanos Chrysanthakopoulos, Local Sales
November 10, 2008
Channel Strategy Define objectives Develop channel schema Assess channel pros and cons
Stefanos Chrysanthakopoulos ([email protected])
Channel Plan Tactical calendar Pricing, discounts, and promotion guidelines Channel functions Budget for overall channel management
Stefanos Chrysanthakopoulos ([email protected])
Channel Selection Selection criteria and matrix Identify target channel partners Develop channel partners profile Negotiate contract
Stefanos Chrysanthakopoulos ([email protected])
Channel Management Define training needs Define promotion needs Develop timing requirements and budget Partner evaluation
Stefanos Chrysanthakopoulos ([email protected])
Develop a channel communication plan #1
Awareness: active and good partner in the security business Analyst briefing, web site, events, advertising, e-
Marketing Interest: knowledge and motivating
Product collateral, Slide presentation, Demonstration
Preference: competitively strong channel programs - attractive incentives Marketing toolkits, Whitepapers
Stefanos Chrysanthakopoulos ([email protected])
Develop a channel communication plan #2
Selection: good choice selecting us Partner agreements, Marketing Development
Funds Loyalty: deliver on the promise
Sales training
Stefanos Chrysanthakopoulos ([email protected])
Channel Management Determine channel performance criteria
Cost per Transaction Total Channel Expense/Number of Transactions
Channel Profitability Ratio Total Expense/Total Revenue
Channel Capacity Channel Selling Unit Capacity * Number of Units
Channel Productivity Channel Selling Unit Productivity * Number of Units *
Rate per Unit
Stefanos Chrysanthakopoulos ([email protected])
Partners should Be able to sell on their own Have knowledge on all products / services Easily utilize channel programs Feel connected
Stefanos Chrysanthakopoulos ([email protected])
Channel Management Focus Goals
Acquisition and retention Policies
New accounts, order management Products
Up-sell, cross-sell Sales and Marketing
Support partners needs
Stefanos Chrysanthakopoulos ([email protected])
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