CHANNEL DEVELOPMENT
What is the best way to reach prospective customers? Selecting and developing the right channels of distribution is one of the most complex and mission-critical challenges of a young organization. Should you sell direct, with feet on the street, or leverage outbound telesales? Is it enough to rely on Google Ads and viral marketing? Below are a few reasons to consider indirect channels:
 
 

TRUSTED ADVISOR

  • Has the ear of the prospect
  • Has the industry expertise
  • Has veto power over decisions
  • Has a stable of other prospects

SYSTEMS INTEGRATION

  • Can integrate with legacy systems
  • Can make your deployment a success
  • Has consulting relationship with client
  • Can build a practice that includes your service

VERTICAL DOMAIN EXPERTISE

  • Understands the vertical requirements
  • Can speak the language
  • Can offer the killer app

FEET ON THE STREET

  • Face-to-face sales
  • Local training and support services

BUSINESS PROCESS OUTSOURCING

  • Existing client base
  • High levels of customer retention
  • Limited need for customer service