Channel marketing
Get more from your channel partners by understanding their customers, measuring their performance and giving them the tools to sell for you.
The challenge
Many companies invest in channel partners without getting the full benefit. Inaccurate tools, confusion about programs, multiple sources of truth and unclear decision-making get in the way. Partners often lack the budget or skills to market well, and corporate priorities don’t reach the partner organization.
How we approach it
We work across six elements, breaking down silos between sales, marketing, customer service, finance, supply chain and IT:
- Responsibilities: define what your channel marketing team owns and communicate it.
- End customers: use market intelligence to help partners speak their customers’ language.
- Performance: use sales and revenue analytics to understand partner buying behavior by segment.
- Self-service tools: offer quoting, order entry, co-op and market development funds, and co-branded material.
- Promotion decisions: set clear decision roles and isolate the metrics that show whether behavior changed.
- Corporate strategy: connect partner programs and internal incentives to company initiatives.
Questions we help you answer
- Which partners are growing with us, and which are drifting?
- What problems do our products solve for partners’ customers?
- Who decides on each type of promotion, and did it work?
- Are partner incentives and our own sales incentives pulling the same way?
More ways we help: grow revenue
All solutionsGo-to-market strategy
A fact-based view of where you stand in your market today, and a clear roadmap for steady growth across product, price, sales and supply.
Sales strategy
A sales strategy that balances this year’s targets with long-term growth, built on where you’re really winning and losing by customer, product and territory.
Sales and revenue analytics
A disciplined, consistent way to baseline sales performance, explain price, volume and mix, and measure the results of your decisions over time.
Price and incentive management
Price and incentive strategies tied to clear outcomes, with a baseline beforehand and measurement during the program, not just after it ends.
Market intelligence
Secret shopping, market research and benchmarking organized around the decisions you need to make, and interpreted in the context of your strategy.
Product viability
An objective, customer-informed view of which new and existing products deserve investment, and a roadmap for acting on it.
Ways to start
Start small and go as deep as you need.
- 30 minutes
30-minute working session
Map the decisions you own and the metrics behind them, and see Clarity answer questions like yours.
Book a session - Half a day
Half-day discovery workshop
We work with your sales, marketing, finance and operations leaders to find the real problem, the risks in the way and what to do next.
About the workshop - 30 days
30-day sales performance assessment
A clear baseline of your price, volume and mix performance by product and channel, so you know where you’re winning and losing.
About the assessment