Why Grow Your Business Indirectly?

“To accelerate sales! Through partners who already have trusting

relationships with your target customers”

Types of Indirect Partners:

Distributor

OEM

Dealer

VAR

Agent

Systems Integrator

Manufacturer’s RepRetailer

6 Key Questions:

Q1. Why Build an Indirect Sales Channel? - Advantages, Disadvantages, Essential Considerations

Q2. What Types of Products/Services are Suitable for a Channel?

Q3. What are the Key Skills Required?

Q4. What are Other Essential Elements for Building a Channel?

Q5. Is there a Channel Approach to Sales Model Maturity?

Q6. What are the Most Common Mistakes and How can they be Avoided?

Q1. Why build an indirect sales channel?

•Advantages:

• ACCELERATE SALES• BROADEN COVERAGE• LOWER COST OF SALES• LOWER RISK

Essential Considerations:Know why you want to sell through channels?Business is ready to scale up via an indirect channel?You’ve built a realistic plan to do it right

•Disadvantages• DISTANCE FROM CUSTOMER• LESS CONTROL

Q2. What Types of Products/Services are Suitable for a Channel?

• Must qualify for resale• Market and demand exists

• Selected Channel can/will add value

Q3. What are the Key Skills Required?

• Proven Sales ability – will make sales calls w/Partners• Business Management credibility and presence • Proven Channel Management ability• Operational Support of your management and strategy

Q4. What are Other Essential Elements for Building & Maintaining a Successful Channel?

• Strong Value Prop/ROI for resellers• Good Channel Methodology• Good Channel Management

Q5. Is there a Channel Approach to Sales Model Maturity? Yes!

Q6. What are the Most Common Mistakes and How can they be Avoided?

• Too early – product or volume not ready yet• Expecting Resellers to create demand• Lack of commitment to Channel Success• Haphazard Reseller appointment/management

Obviously answers to the above questions need customizing and developing to grow your business.

Need any help?

Jeffdrust@comcast.net+1 650 208 5771Skype: jeffdrustwww.linkedin.com/in/jeffdrust

Testimonials

“One on my investors introduced Jeff to help me build a US Go To Market strategy and initial customers. I obtained two Customer and Market Validation Proposals and selected Jeff’s. Now it’s done, I highly recommend Jeff because he really knows how to do it and is very experienced. His structured and logical process gets meaningful results. We talked to real companies and obtained insightful feedback concerning, pricing model, positioning, GTM strategy, competitors and more. The final report is a ‘bible’ to go on and to apply as we develop."

“We hired Jeff as an expert in the CAD market who could give us advice on our product and marketing plans. We have been extremely satisfied with his work in this regard. … His marketing recommendations have proven to be right on target.”

“Jeff helped to solidify our go-to-market strategy and align it better with our customers for long term success. His deep knowledge and structured methodology is of the highest caliber of any individual that I have worked with.”

“Jeff came highly recommended to me as a leader in market strategy and business model development. Jeff led the market validation process for our IT start-up. He is an incredibly organized, motivated and meticulous professional.”

“Jeff has been working with our company on a number of critical initiatives including helping to create and focus our market strategy, execute our market research and product validation. Jeff has been one of the most professional executives and consultants with whom I have ever dealt.”

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