Channel Development

It’s a marriage. A partnership between OEM and Channel. Finding a partner with the right synergy for your company can be difficult. Finding them in new markets or territories is doubly difficult.

Motivating your sales force can sometimes be a challenge – motivating the owners and employees of an independent organisation adds extra challenges.

Channel development is an increasingly important element in the business model of many companies, but identifying, profiling, testing, partnering and motivating the channels can be a drain on precious resources.

That’s where SCi Sales Group come in.

Where do we fit in the channel process?

In the typical channel model a company may have a direct sales force that manages key accounts plus a network of distributors. SCi Sales Group can help with both, supporting your direct sales and developing the channel partners.

Database building, cleansing and update

For your key accounts it’s vital the data you hold is accurate and up-to-date. According to research by the Royal Mail, 10% of data is out of date within 1 year. SCi Sales Group can help ensure your direct sales force has the latest information, improving communication and highlighting new opportunities.

Market research and satisfaction surveys

We can help test new products in existing markets and existing products in new markets, gleaning valuable opinion from key accounts and distributors – the guys in the front line – and leaving your sales force free to concentrate on revenue generation.

Ensuring your key accounts are satisfied and benchmarking your performance against competitors can highlight areas for improvement and cement effective, long-term partnerships.

Outsourcing your satisfaction surveys to SCi Sales Group will give you fast feedback and enable you to respond quickly to areas of concern.

Channel identification and profiling

The UK alone has over 100,000 business units involved in Wholesale & Distribution according to the Office for National Statistics, so selecting the right partner and ensuring synergy can be a time consuming project.

SCi Sales Group can help deliver a ‘good fit’ by identifying and profiling channel prospects based on your criteria.

Channel partnering; appointment setting and lead generation

We can provide a continual flow of highly qualified leads and appointments to your channel partners, ensuring the leads have a defined pain, budget and interest.

Our in-depth reporting provides useful management information, enabling you to identify and analyse which partners are performing well… and which ones are not.

Account nurturing and motivation

Our account nurturing and motivation skills have been developed over many years. We can provide advice on incentivisation and, through regular contact, identify competitor activity and underline your marketing message.

Key Benefits

  • Penetrates new markets which were unreachable for your company until now
  • Test new markets’ response to a product or service
  • Make use of specialist expertise for developing specific channels
  • Be flexible in your response to demand
  • Increase your ROI
  • And the obvious one: up sell and cross sell to already existing channels