Created & Implemented a Channel Strategy

Created and implemented a US domestic channel strategy for growing a $10 Million software business to a $30 Million business in 5 years.

The client needed to expand business base and grow revenues more quickly.  We were retained to advise them on the best growth strategy.  With our help, the client determined that a network of indirect sales channel partners would be an ideal fit.  

As part of this project, we:

• helped client evaluate and select the optimum sales growth strategy;
• assisted with market segmentation;
• created and implemented a US domestic channel strategy;
• created recruitment profile by market segment
• helped client identify potential partners;
• created onboarding process;
• designed & deployed training programs internally

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