Channels

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OnDemandGTM is your expert in Channel strategy and implementation.   With our deep background in building and growing channel programs at award-winning channel companies like 3Com, Okidata, Novell, Seagate Software, SalesLogix, Corel and Madge Networks.  We know how to build successful and sustainable channel sales programs. In addition, we’ve built programs and relationships with two-tier distributors like Ingram, Tech Data and Avnet, and retailers (Office Depot, Fry’s, Best Buy) , ISV’s and VARS in North America and around the world. Our 20 plus years of global channel expertise can be a force multiplier for your sales strategy and execution.

We make it our business to help you broaden your sales reach, increase top line revenue, expand brand awareness and create long lasting loyal partnerships.   We begin with an assessment of your product lineup and current sales methods in order to create and provide you a custom Channel Go-To-Market plan.  The end result is your ability to build partner allegiance that drives positive business benefits long after our engagement ends.

We Discover:

  • Review current channel sales model – direct, indirect or both
  • Determine if a Channel sales program is right for your business

  • Assess competitive channel strengths and weaknesses

  • Provide overview and recommendation regarding alternative models/best practices

  • Identify pricing discrepancies among partners and vehicles

  • Define strategies for maximizing channel value

We Create:

  •  Channel partner program
  • Partner recruitment strategies

  • Training and certification scheme

  • Sales and marketing programs

  • Business partner collateral

  • Resource requirements

  • Pricing and Licensing programs

  • Channel job descriptions  

We Deliver:

  • Launch planning and implementation
  • Staff augmentation – Partner management

  • Internal and external Channel training

  • Compensation plans

  • Revenue recognition models

  • Indirect forecasting and pipeline tools & metrics