Competency

Our services cluster around five competency areas. We focus our service delivery, our people and our skills around these areas. Each delivers a specific value to our clients.

Go To Market Strategy

This competency is about market segmentation, the development of customer value propositions and effective routes to market. This type of work is often global or multi-regional in scope. We use proven research methodologies to analyse customer buying behaviour, allowing us to identify appropriate partner profiles to drive sales in target markets.

Channel Engagement

This competency is about delivering the right message to the right partner audience. Examples of our work in this area include research, value proposition development and channel mapping. Our clients use our services in this area in order to increase the efficiency of their marketing spend.

The Partner Program

This competency is about the development of an effective partner engagement framework. This might include partner program design and outsourced partner program management. Clients use partner programs to increase their revenue and that of their partners.

Channel Sales

We run tactical projects to grow sales for clients through partner channels. This might include reseller recruitment and ongoing reseller management or lead generation and follow up. The goal is to increase our clients’ share of overall sales.

The Partnering Process

We offer a range of applications that increase return on investment for partner programs. These include processes to aggregate and report on distributor sales out data, to manage co-marketing funds through partners and to control special bids.

Competency		What We Do	Benefit
Strategy and Design	Go To Market Strategy	Market Sizing Segment Value Prop Routes To Market	Effective Channel Engagment
	Channel Engagement	Partner Research Value Propositions Channel Mapping	Efficient Marketing Spend
Program Management	The Partner Program	Compet've Research Program Design Outsourced Mgm't	Increased Revenue Growth
Applications and Services	Channel Sales	Partner Recruitment Outsourced Mgm't Tactics/Campaigns	Greatest Share of Channel
	The Partnering Process	Fund Mgm't SOR/Dashboards Online Mkt'g Apps	Maximum Return on Investment