Channel Excellence
Our Channel Excellence Practice provides comprehensive analysis that leverages proven methodologies, proprietary content, and best practices to address clients’ most pressing business priorities. Clients leverage custom research to support their planning and execution across their markets, their customers, and their partners.
Distributor Performance Optimization
Make your channel management a competitive differentiator for your business, boost market share by increasing distributor sophistication, and harness partners as a source of valuable market insight. We offer the following solutions to distributor performance challenges:
- Gaps Assessment: How are our current partners falling short, and what will it take to close key gaps?
- Metrics and Incentives Design: What performance and capability improvements should we measure, and how (which KPIs)?
- Process Design: What does effective partner management look like, and what does this mean for the role of channel manager?
Channel Transitions Management
Improve commercial performance and customer satisfaction by switching to a better partner or partner mix. Reduce business risk and increase margins by eliminating reliance on a third party if transitioning to a direct or hybrid sales model. Avoid chaotic and counterproductive transitions. We offer the following solutions to channel transition challenges:
- Forward Visibility: Looking across the next two years, which partnerships may require a transition, and when?
- Options Assessment and Candidate Profiling: How best to weigh our alternatives and evaluate potential new partners?
- Change Management: How can we plan carefully to ensure a smooth transition, whether switching partners or going direct?
Our Approach
FSG’s Channel Excellence practice leverages proven methodologies, primary case interviews, benchmarking data, and our proprietary channel toolkit. Solutions range from facilitated workshops to end-to-end consulting engagements, all designed to help companies:
- Grow sales faster than competitors
- Strengthen brand equity
- Expand market share
