Is your channel producing the revenue you expect? Do you know how many partners you need, and are they where you need them? When it comes to building your channel program, success is dependent upon having the right partners doing the right activities in the right markets and verticals. Otherwise, you could be over-serving some markets at a lower ROI, while under-serving others with higher potential.
MarketStar's Channel Readiness solutions provide a framework for identifying partners who are capable and "ready" to sell your solutions. Through strategic partner program design, thought leadership and applied validation, we help you build or reinvigorate your go-to-channel plans, and realize increased revenue. Whether you have 10 partners or 10,000, we can help you validate your reseller value proposition and identify the attributes and characteristics of solution providers that are right for you, so you can support your partner base, reduce time to revenue, and increase partner profitability and loyalty.
Logitech was looking to design and build a channel to sell premium peripherals. MarketStar mapped out a complete program by creating program mix, value proposition for partners, and product rosters. The model designed by MarketStar led Logitech to deploy a full-time inside sales team that now covers Logitech's broad channel—helping businesses circumvent the "BYOD" model.
It takes smart people, enabled by technology, to support a winning channel program. Our approach combines intelligent, experienced resources dedicated to influencing the channel, forecasting sales, displacing competitors and establishing business plans with resellers. Throughout this process, our analysts track program results and provide recommendations for continuous improvement so you can optimize channel sales.
It takes a methodical, data-centric approach to design and execute a channel program. We utilize technology to break down data so we can deploy intelligent segmentation, coverage model, and geotargeting strategies that ensure we cover optimal markets and demographics to capture the most revenue possible.
Cultivating channel relationships today is a complex endeavor, one that requires an understanding of the rapidly evolving partner ecosystem and new, transformative approaches to partner enablement. MarketStar examines channel intelligence to gauge a partner’s ability to fulfill, their competitive tendencies, customer and market segments, and overall solution competencies. Ultimately, we deliver the insights you need to determine partner potential and commitment so you can select proactive partners and allocate resources to optimize your program.
Are you measuring the right KPIs to support your channel program? MarketStar analyzes several data sources to determine partner profitability and forecast future performance. We help you understand partner perceptions, their level of commitment, and what messaging will resonate most, so you can create the optimal marketing mix to drive the right activities in the right channels.
Illuminate what’s happening in your channel by analyzing end-user research and sell-through data. We ensure you are segmenting, targeting, and recruiting partners based on geography, specialty, and market penetration. Our research enables a program strategy that includes compelling messaging, coverage model, and valuable support tools, so you get every dollar out of your investment.
•Increase the health of your channel ecosystem
•Improve Time to Revenue
•Design a successful coverage model
•Improve Messaging & Partner Collaboration
Craft an intelligent, data-driven strategy to leverage market advantages, coverage tiering, and effective communication vehicles to recruit and engage the right partners.
Source: Channelinsight, 2011
Solution providers are looking for profitable partnerships. Identify the types of partners who are ready and capable of driving channel revenue.
Source: PartnerPath & MarketStar, 2014
Get a better picture of your channel and potential partners and opportunities. Pressure test your sales model to ensure it is scalable to handle increased volume without disrupting service levels.
Source: CompTIA State of Channel Study, 2013