Implemented New Channel Fundamentals

The client's Drives division had a mature base of indirect sales channel partners, but was experiencing sub-par results, and their channel management program was ineffective.  

We were engaged to develop and implement a modern channel management program.  As part of the project, we:

• performed detailed data analytics to find root causes of under-performance;
• designed entire recruiting partner recruiting program;
• helped implement partner portal & re-purposed CRM for partner access;
• with client team, created complete set of channel management policies, including deal registration and channel conflict management processes;
• implemented tiered certification program;
• implemented partner management programs, including business planning process;
• trained 300+ channel management personnel globally as part of program implementation

The client was pleased with the results, and extended our assignment to include the Automation and Robotics business units as well.   

Findings

• We worked with the senior management team to evaluate the opportunity, compare competitors, investigate regulatory requirements, assess channel entry options, and model costs.

Solutions

• Established a global distributor network and introduced Women’s Health portfolio
• Made recommendations to create branding for monitoring devices and improve cost position
• Identified distributors and launched respiratory line in five countries

Results

• Sales for women's health products grew by 20% over a period of 12 months after launch
• Sales for respiratory products grew by 65% in year 1
• Completed a pricing analysis for monitoring devices across 10 countries