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Sales Channel Strategy

To build a strong sales channel strategy, many companies will need to rethink the way they work with—and offer incentives to—their partners. BCG helps clients ensure that the right elements are in place for the sales channel to grow and thrive.

The tools, data, and analytics that direct sales activity are constantly evolving—and your sales channel strategy must evolve as well. Customers are rapidly shifting how they learn about and buy products and offerings. Acquisitions are rapidly consolidating channel players. New technologies are giving distributors and resellers more choice in what they sell.

At BCG, our sales channel consultants help clients navigate these massive shifts, understand when indirect selling is most advantageous, and optimize their channel strategy.


Our Five Rules for Optimizing the Sales Channel

Companies must master our five key rules to optimize digital sales channels:

1. Embrace “as a service”

2. Optimize Incentives

3. Modernize relationship with channel partners

4. Set up channel partners for success

5. Deliver the right level of support


The Benefits of Sales Channel Transformation with BCG

Our program to address sales channel strategy and effectiveness can drive significant impact in two to three months. Our focused frontline transformation efforts include:

  • We help uncover opportunities for improvement. There are many untapped opportunities to increase the efficiency and effectiveness of the sales channel model. Solving key strategic, operational, and organizational sales issues can help businesses thrive in challenging environments.
  • We help you generate tremendous value. Companies spend a significant share of revenues on sales. Improving sales channel management can directly translate into additional revenues—and free up resources that can be used to create value elsewhere in the business.
  • We help you optimize sales efforts. The sales function is strongly linked with other company functions, such as marketing channel strategy and services. True sales transformation requires behavioral changes among managers and staff in these areas. Reducing complexity across the organization can lead to significant growth.

Meet Our Sales Channel Consultants

Our sales channel consultants have driven more than 600 sales channel strategy and sales channel transformation projects over the past five years, across all geographies.

Learn More About Sales Channel Strategy

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