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.
Companies must master our five key rules to optimize digital sales channels:
Our program to address sales channel strategy and effectiveness can drive significant impact in two to three months. Our focused frontline transformation efforts include:
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.
Distributors and resellers drive most technology sales. But the channel is undergoing unprecedented shifts. By mastering five rules, tech manufacturers can keep the revenue coming.
Insights from the lifetime customer value/customer acquisition cost (LTV/CAC) ratio help guide the investment and operation decisions of subscription businesses.
Technology can help companies improve customer service by tracking the channels customers have used and the information they’ve shared about their needs and problems.
For the past several years, “digital attackers” have been working quietly to disrupt the sales cycle.
