Case Study: Building an Optimized Channel Strategy

As Q1 is wrapping up, many sales leaders are trying to drive revenue growth through channel partners. We recently interviewed Chris Bittner, senior director of global sales and channel strategy for Autodesk, about this topic. You can listen here. Chris explains how he selects and optimizes channels at his organization. Autodesk is a software company that has helped designers and engineers for over 30 years.

During the interview, Chris will answer questions such as:

• How should you determine channel preferences of your end customers?
• How should you define your ideal channel partner profile?
• How do you ensure you have proper coverage across your channel partner network?
• How should you recruit, select and onboard new channel partners?

   

It is vital that you have a comprehensive channel optimization strategy. It starts with understanding which channels your buyers want to buy through. Then determining what it costs to acquire a customer by product, market and sales channel. And finally, understanding the lifetime value of each customer. Click here to listen to one of your peers describe how he has successfully built an optimized channel strategy.