What is Channel Catalyst™?
Channel Catalyst™ is a strategic channel performance
program that ensures the design, development and rapid
execution of the right channel model
The Current Problem with Channels
It is difficult for companies to scale rapidly and
efficiently through the organic hiring of direct sales reps. The winners will micro-segment markets and capture true value-added partners to deliver focused solutions. Despite
the importance of
the focused solutions, companies have chronically underachieved
with Channels. Typically,
companies settle for the “contract
and lunch” (whereby companies sign up a large number of
channel partners without commitment to joint success) approach
to Channel
partnerships. As a result, few companies are
maximizing their Return on Channel Investment (ROCI™) because
they fail to effectively:
- Develop the right Channel model
- Deploy sufficient seed capital and resources
to create an effective Push-Pull dynamic with the Channel
- Establish the right Channel strategy and operational
framework
- The right approach is a “joint venture” relationship
- Create a value-centric model
- This model should be centered on delivering the right solution to
the right market with the right partner
- Mobilize Channel partners
- It is important to capture true mind and wallet “share” to deliver
rapid market penetration
Channel Catalyst™ is Different
VizQuest will transform your channel performance with
Channel Catalyst™ by delivering the following:
- Joint venture collaboration
- A Channel partner is a trusted collaborator and shares your goals, risks and rewards
- Network effects and driving more revenue
through more productive partners
- Network effects improve acceleration of channel sales and market development performance
- Improved utilization of sales and marketing resources
- An increase sales in capacity and performance is possible while reducing customer acquisition costs
- Expanded markets by leveraging your partners value-proposition and market reach
- Your partners should engage new customer segments with more focused solutions
- ROCI™ - Return on Channel Investment
- ROCI is achieved by maximizing the channel revenue production while
reducing customer acquisition costs and channel support expense
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Channel Catalyst™ Results
- Increased yield of Channel while reducing ramp-up and support costs
- Maximized and accelerated ROCI
- Reduced cost and time of Channel Development
- Accelerated pace of “best-in-class” Channel lock-up
- Earlier capture of revenue and new customers
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“82% of executives view partners as the prime
vehicle for revenue growth over the next 2 years.”
- Accenture
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