International has consulting practice expertise for all of the following distribution
channels (see partial listing below):
Telcos / Network Service Providers
Independent Software Vendors
Independent Rep. Organizations
National Retail Organizations
Our expertise includes the identification of the proper distribution channels for each
product, service and capability. We then recruit and activate the channels through our
specialized marketing technology that creates immediate revenue and profitability with the
selected channels partners.
Companies normally look to their channels partners to be extensions of their own sales
force, and to forward the same philosophy and "can do" attitude. So it's no
wonder that they are bitterly disappointed when Dealers, VARs, Systems Integrators, etc.,
turn out to be passive and unmotivated as well as completely disloyal, flopping
willy-nilly back and forth between yours and your competitors' products.
Integrated Marketing creates mindshare and loyalty in your channels partners. By
driving your channels with a steady stream of qualified leads, you control your brand
and your destiny. Integrated Marketing ensures that you never abdicate
responsibility for creating brand preferences, and that you effectively fill your
channels' sales pipelines with the most critical sales opportunities in your/their market.
Channels partners see very quickly that their relationship to you is like having a
tiger by the tail all they have to do is hold on. As hundreds of case studies show
very clearly, this creates an atmosphere of total loyalty and commitment, as these
partners realize that their relationship with you is a proven path to success.
Overall, most companies do not fully understand the actual reasons why the sales people
of their channels partners decide to sell a certain product to a certain prospect on any
certain day. A manufacturer may believe that the channels partner is simply disloyal. The
truth is that the decision is usually made by the whim of the actual salesperson. For the
salesperson, it's a matter of what offers the fastest, most profitable and most painless
way to close the business that day. Commissioned salespeople who sell multiple product
lines know exactly who butters their bread.
So the question becomes: How do you get the individual salesperson to believe that your
product is the quickest route to a short-term sale? Many actions help accomplish this, but
the best way to set it up is to provide those salespeople with fully qualified leads that
create a less competitive, higher margin transaction, and to repeat this process often, in
order to confirm the pattern, and produce higher earnings.
In conjunction with this lead flow, there are 25 channels activation points that ensure
your channels partners close deals for you.
If you would like assistance in any area of channels development, fill out our Web Response Form.
For additional data on the top 25 activation steps that ensure that channels
partners become active with your products, services and solutions, fill out our Web Response Form.