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Sales & Channel Management
A channel strategy can be an attractive and lucrative way to attack the market, but it’s not right for every company and every industry. We help our clients collect data on the market and determine which potential partners exist and if they are worth pursuing. Whether pursuing a partner channel or a direct channel, there are different considerations to managing your pipeline. We help our clients to understand the intricacies of managing a direct pipeline and partner pipeline and the challenges with each.
In emerging markets, channel sales may not be an option because the infrastructure for a robust partner network may not be available. A business may need to invest more in a direct-to-consumer model earlier on in its market's maturation. We help clients to make a determination on which channels are ready to pursue and which are underdeveloped. As the market matures and other products and services enter the marketplace, you can expand your strategy and invest in partnerships to build new inroads into the market.
To maximize revenue and profit, it’s important to get the pricing right. It is one of the most critical decisions for any business. Getting pricing wrong can lead to significant decreases in top-line results and even worse, the ability to turn a profit. We take an approach that takes into consideration both the supply and demand ends of the market: how much does it cost to deliver and how much is the market willing to pay? This allows us to develop pricing models and sales incentives that see long-term benefits.
Even small changes in your pricing models can translate into huge changes in profit and revenue. When deciding to change your pricing, there is a lot to consider. We believe in looking at all potential options when pricing is being examined. Multiple pricing models and fees should always be looked at before making a determination and the only way to measure the success of your pricing model is to always monitor your KPIs.
Go To Market Planning
We help to define the best possible go-to-market strategy and help put together the proper commercial organization to deliver against your revenue goals. Whether you’re creating a brand new market category or attempting to introduce a disruptive new product into a more mature market, there are complex choices to be made around your go-to-market strategy. A business needs to carefully choose its go-to-market strategy and get it right on the first attempt. There are several options when it comes to effectively and efficiently getting your products or services to the customers.