Phase 8: Channel Optimization
Cover the market completely with direct and indirect sales channels.
Selling to customers directly when they want to buy from partners is a surefire way to miss the revenue goal. Selling to customers through partners when they want a direct relationship with your company is equally devastating. And within the direct and indirect channel model, there are multiple submodels to consider. Coverage model decisions have never been this complicated for we live in the omni channel era.
- Channel assessment
- Buyer channel preference
- Ideal partner profile
- Channel segmentation
- Channel coverage model
- Channel product fit
- Competitive channel analysis
- Channel mix and financial model
- Channel selection
- Channel enablement
- Channel manager organizational model
With the right channel partners chosen, it is time to move on to Phase 9: Territory Alignment.