As business objectives become more complex and end user demands become more challenging, the best companies recognize the critical role the channel plays not only in cost-cutting initiatives and reducing time-to-market, but also in maximizing profit across all business functions. We empower you with the insight, tools and techniques for developing channel strategies and programs and translating them into executable tactics for success.

IPED's Channel Marketing and Program Development services are geared to help clients determine right-sized channel models which includes sophisticated recommendations for transitioning their go-to-market approach from a direct to indirect model.

Build and Execute the Most Effective Channel Programs With a Better Understanding of How to:

• Define an executive channel strategy and determine what role the Solution Provider plays in the overall business proposition
• Build organizational structures and competitive reviews of how others have built productive structures
• Implement incentives programs and pay structures for sales - setting goals based on performance, training, sell through, business skills versus commission based programs
• Understand Distribution - contract reviews - what can be negotiated, setting expectations, review of various distributor organization types and their future strategic directions
• Optimize Marketing budgets - develop a long term plan, understanding tangible vs. intangibles, communications as a cost of business
• Construct Cost structures and ROI - review of budgets impacted by channel management including co-op/mdf, stock rotations, shrinkage, shipping, warranty, price protection, communications and programs.

Build Partner Programs that result in:

• Collaborative decision making involved in IT decisions
• Solution Providers role in the overall business objective
• Technology as tool to drive ROI, competitive advantage
• Relevant channel brand management
• Advanced issues surrounding: distribution, cost structures, goal setting, product positioning
• Implementing incentives and programs for channel partners/customers - review of channel roles and expectations set by manufacturers