Thought leadership and commercial insight for indirect sales

Case Study 2

Channel Program Design for Networking Vendor

Regions
North America and Europe
Client Size
$100 Million to $500 Million in Revenues
Routes to Market
Agents, Resellers and Integrators

Providing market insights and working with the executive team to develop the partner program. Design of the partner engagement model, creation of program rules, processes and content.
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Partner research to establish the strengths and weaknesses of the current indirect value proposition and of the current program model.

Development of a fresh partnering model to address the needs of all partner types. Workshopping of the proposed program model with senior stakeholders to agree the approach and gain commitment.

Creation of a Return on Investment model for the new program, assessing investments and potential revenue uplift. Presentation of the model to senior stakeholders.

Authoring of program content, including the program guide and detailed rules for partnering processes. Alignment with internal partner process owners.

Support for launch of the program. Overall timeline from engagement to program launch of three months.

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Kovendi is a bChannels Consulting Partner

Channel Program Design for Networking Vendor