Solutions

Sales Channel Strategy and Management

Develop and Manage Channel Partner Programs to Meet Evolving Customer Needs

Market conditions in the high-tech, telecommunications, industrial products, energy, medical products and other B2B sectors are constantly evolving. Customers demand greater value, complete solutions and customized buying experiences, and will switch suppliers and channels if their goals are not met. B2B companies need a comprehensive channel strategy to determine the types of alliances and channel partners required to meet these demands.

Organizations in the early stages of channel strategy development need to address fundamental questions such as which customer segments to cover and how to assess and develop an effective network of channel partners. Even after establishing partner programs, organizations need to address ongoing issues:

  • How do our partnership requirements need to change as our solutions portfolio evolves?
  • Which partner program benefits are having an impact and which ones are not? Where should we increase our investment and which areas need redirection?
  • How should we segment our partners and determine the program benefits we offer to each segment?
  • How can we improve visibility into partner performance and enable effective decision making?
  • How should we develop channel sales and marketing offers and campaigns?

Contact ZS

Learn more about our Sales Channel Strategy and Management practice

Send an inquiry
John DeSarbo

John DeSarbo
Practice Lead

Featured Article

Design, Manage and Optimize Channels to Maximize Market Share

ZS creates winning channel strategies that align go-to-market strategy with overall business strategy. We will work with you to develop a comprehensive channel strategy that meets your business goals and customer engagement requirements. ZS Channel Strategy and Management Services can help you:

  • Leverage channels to meet customer needs and reach key market segments, substantially increasing revenue at the appropriate cost-to-serve
  • Design a comprehensive channel strategy that maximizes your investment in sales, marketing and customer service
  • Determine the optimal mix of direct and indirect sales channels in each segment
  • Develop and implement a comprehensive partner program to manage the partner lifecycle
  • Build advanced partner platforms to drive channel partner capacity planning, partner loyalty management and collaborative partner marketing
  • Transform channel data into valuable insights and improve planning, recruitment, enablement, sales offers, marketing campaigns and performance management for channel partners
  • Design and implement channel incentives that motivate and reward channel performance and drive partner loyalty

Contact ZS

Learn more about our Sales Channel Strategy and Management practice

Send an inquiry
John DeSarbo

John DeSarbo
Practice Lead

Featured Article

Why Use ZS to Improve Your Channel Strategy?

As the leading consulting firm focused on B2B sales and marketing, we understand how to develop and execute effective channel strategies:

  • Our approach starts with customer insight, market segmentation and value proposition development to ensure your channel strategy aligns with your overall business strategy
  • We use our proven Routes-to-Market framework to design the right mix of direct and indirect channels
  • Our analytical, data-driven approach provides both standardized and customized channel insights that will pinpoint customer needs and enable you to optimize your channel partner program
  • Through our advanced modeling capabilities, we provide a systematic method for partner capacity planning and collaborative partner marketing
  • Due to our specialized expertise in sales and marketing operations and technology, we can build and operate platforms that deliver partner program benefits, enable your partners and measure partner performance

Contact ZS

Learn more about our Sales Channel Strategy and Management practice

Send an inquiry
John DeSarbo

John DeSarbo
Practice Lead

Featured Blog

Contact ZS

Learn more about our Sales Channel Strategy and Management practice

Send an inquiry
John DeSarbo

John DeSarbo
Practice Lead


Leverage ZS’ 30 years of expertise as a global leader in guiding sales and marketing decisions and strategy to build the right solution for your organization.

Today’s master data management, data integration and reporting solutions take considerable time and effort while burdened with unreliable KPIs, data quality issues and high operating costs.

ARTiS Customer Map

ARTiS is an agile, quick-to-implement, cost-effective business intelligence solution delivering just-in-time, actionable insights by pairing domain expertise and mobile technology with an innovative, proven cloud-based turnkey software solution.

From the execution levels to the C-suite, our experts understand how to help sales and marketing functions make strategic, insight driven, prudent decisions.

 

Featured News

Featured Guide

How to address complex, underperforming business intelligence reporting and management systems

Find out how a proven cloud-based, mobile technology driven turnkey reporting solution will help you stay ahead of the curve in today's fast-changing business environment.

ARTiS


Deploy predictive analytics

To provide actionable, business-driven performance reports and mobile alerts to help you make the right decisions at the right time for the right customers.

Deliver information anywhere at anytime

To provide customer insight by integrating business intelligence and mobile technology to readily provide information in real time, at any location and 24/7 with a focus on mobility.

ARTiS

Integrate data seamlessly

To provide a single source of truth for commercial operations with data integration modules developed from deep expertise in your industry.

Adopt enterprise technology

To leverage the latest reporting technologies in a secure, scalable and expandable environment.

Featured Guide

How to address complex, underperforming business intelligence reporting and management systems

Find out how a proven cloud-based, mobile technology driven turnkey reporting solution will help you stay ahead of the curve in today's fast-changing business environment.

ARTiS


Drive innovation

By leveraging forward-thinking concepts gained from ZS’ vast experience and strong domain knowledge in your industry.

Increase competitive advantage

With context-driven real-time information and mobile alerts that provide your team the upper hand by incorporating business intelligence, mobile technology and industry-specific data integration techniques.

Boost productivity

By allowing your team to focus on decision making instead of data processing with industry-specific master data management that consolidates and improves the quality of information from data sources into a single source of truth.

Reduce costs

With a proven cloud solution that has faster time to market, lower implementation costs and more efficient operations by combining industry-specific data connectors, reports and data models to maximize commercial effectiveness.

Featured Guide

How to address complex, underperforming business intelligence reporting and management systems

Find out how a proven cloud-based, mobile technology driven turnkey reporting solution will help you stay ahead of the curve in today's fast-changing business environment.

ARTiS

ARTiS Case Study

Leading Life Sciences Company

 

Business problem

  • Commercial organization generated scorecards for each brand across multiple vendors, which led to inefficiencies and high costs.
  • How could it consolidate dashboard production through a single vendor while replicating the existing dashboard functionality?

ZS approach

  • Evaluate existing business rules, identify synergies and make recommendations for how to improve scorecards across brands.
  • Leverage domain knowledge and experience with the client’s products, go-to-market strategy and commercial function decisions to implement an end-to-end solution that provides monthly scorecards across 11 brands and a Web-based ad hoc data query tool.

Impact delivered

  • 60% reduction in annual operations spend on scorecard generation using data-processing modules with industry best practices.
  • 15% to 30% ongoing savings on other analytical projects that focus on making decisions instead of data processing with centralized, readily available, high-quality processed data in a single location as the single source of truth.


ARTiS Case Study

Leading Networking Company

 

Business problem

  • Organization was looking for a solution to accelerate growth through insights obtained by mining available transaction and program data from channel partners.
  • How could it integrate data from multiple sources and IT systems into a single data mart and reporting platform that would serve as the single source of truth and provide actionable insights to channel managers around the globe?

ZS approach

  • Take an outcome-oriented approach, leveraging best practices gained from years of expertise to align data and analytics requirements with business objectives of channel managers.
  • Develop an insights-as-a-service solution that provides real-time, context sensitive, visually impactful reports in a narrative that is easy to understand and act upon.
  • Implement an end-to-end solution that provides standard reports and an ad hoc data query tool to channel managers across nine countries.

Impact delivered

  • Channel managers are able to leverage real-time, context-sensitive insights to identify high-performing partners that are in the best position to drive future channel growth.
  • Team is now able to quantify the impact of partner incentives and support to optimize channel program ROI.

Leverage ZS’ 30 years of expertise as a global leader in guiding sales and marketing decisions and strategy to build the right solution for your organization.

Today’s master data management, data integration and reporting solutions take considerable time and effort while burdened with unreliable KPIs, data quality issues and high operating costs.

ARTiS Customer Map

ARTiS is an agile, quick-to-implement, cost-effective business intelligence solution delivering just-in-time, actionable insights by pairing domain expertise and mobile technology with an innovative, proven cloud-based turnkey software solution.

From the execution levels to the C-suite, our experts understand how to help sales and marketing functions make strategic, insight driven, prudent decisions.

 

Featured News

Featured Guide

How to address complex, underperforming business intelligence reporting and management systems

Find out how a proven cloud-based, mobile technology driven turnkey reporting solution will help you stay ahead of the curve in today's fast-changing business environment.

ARTiS


Deploy predictive analytics

To provide actionable, business-driven performance reports and mobile alerts to help you make the right decisions at the right time for the right customers.

Deliver information anywhere at anytime

To provide customer insight by integrating business intelligence and mobile technology to readily provide information in real time, at any location and 24/7 with a focus on mobility.

ARTiS

Integrate data seamlessly

To provide a single source of truth for commercial operations with data integration modules developed from deep expertise in your industry.

Adopt enterprise technology

To leverage the latest reporting technologies in a secure, scalable and expandable environment.

Featured Guide

How to address complex, underperforming business intelligence reporting and management systems

Find out how a proven cloud-based, mobile technology driven turnkey reporting solution will help you stay ahead of the curve in today's fast-changing business environment.

ARTiS


Drive innovation

By leveraging forward-thinking concepts gained from ZS’ vast experience and strong domain knowledge in your industry.

Increase competitive advantage

With context-driven real-time information and mobile alerts that provide your team the upper hand by incorporating business intelligence, mobile technology and industry-specific data integration techniques.

Boost productivity

By allowing your team to focus on decision making instead of data processing with industry-specific master data management that consolidates and improves the quality of information from data sources into a single source of truth.

Reduce costs

With a proven cloud solution that has faster time to market, lower implementation costs and more efficient operations by combining industry-specific data connectors, reports and data models to maximize commercial effectiveness.

Featured Guide

How to address complex, underperforming business intelligence reporting and management systems

Find out how a proven cloud-based, mobile technology driven turnkey reporting solution will help you stay ahead of the curve in today's fast-changing business environment.

ARTiS

ARTiS Case Study

Leading Life Sciences Company

 

Business problem

  • Commercial organization generated scorecards for each brand across multiple vendors, which led to inefficiencies and high costs.
  • How could it consolidate dashboard production through a single vendor while replicating the existing dashboard functionality?

ZS approach

  • Evaluate existing business rules, identify synergies and make recommendations for how to improve scorecards across brands.
  • Leverage domain knowledge and experience with the client’s products, go-to-market strategy and commercial function decisions to implement an end-to-end solution that provides monthly scorecards across 11 brands and a Web-based ad hoc data query tool.

Impact delivered

  • 60% reduction in annual operations spend on scorecard generation using data-processing modules with industry best practices.
  • 15% to 30% ongoing savings on other analytical projects that focus on making decisions instead of data processing with centralized, readily available, high-quality processed data in a single location as the single source of truth.


ARTiS Case Study

Leading Networking Company

 

Business problem

  • Organization was looking for a solution to accelerate growth through insights obtained by mining available transaction and program data from channel partners.
  • How could it integrate data from multiple sources and IT systems into a single data mart and reporting platform that would serve as the single source of truth and provide actionable insights to channel managers around the globe?

ZS approach

  • Take an outcome-oriented approach, leveraging best practices gained from years of expertise to align data and analytics requirements with business objectives of channel managers.
  • Develop an insights-as-a-service solution that provides real-time, context sensitive, visually impactful reports in a narrative that is easy to understand and act upon.
  • Implement an end-to-end solution that provides standard reports and an ad hoc data query tool to channel managers across nine countries.

Impact delivered

  • Channel managers are able to leverage real-time, context-sensitive insights to identify high-performing partners that are in the best position to drive future channel growth.
  • Team is now able to quantify the impact of partner incentives and support to optimize channel program ROI.

Leverage ZS’ 30 years of expertise as a global leader in guiding sales and marketing decisions and strategy to build the right solution for your organization.

Today’s master data management, data integration and reporting solutions take considerable time and effort while burdened with unreliable KPIs, data quality issues and high operating costs.

ARTiS Customer Map

ARTiS is an agile, quick-to-implement, cost-effective business intelligence solution delivering just-in-time, actionable insights by pairing domain expertise and mobile technology with an innovative, proven cloud-based turnkey software solution.

From the execution levels to the C-suite, our experts understand how to help sales and marketing functions make strategic, insight driven, prudent decisions.

 

Featured News

Featured Guide

How to address complex, underperforming business intelligence reporting and management systems

Find out how a proven cloud-based, mobile technology driven turnkey reporting solution will help you stay ahead of the curve in today's fast-changing business environment.

ARTiS


Deploy predictive analytics

To provide actionable, business-driven performance reports and mobile alerts to help you make the right decisions at the right time for the right customers.

Deliver information anywhere at anytime

To provide customer insight by integrating business intelligence and mobile technology to readily provide information in real time, at any location and 24/7 with a focus on mobility.

ARTiS

Integrate data seamlessly

To provide a single source of truth for commercial operations with data integration modules developed from deep expertise in your industry.

Adopt enterprise technology

To leverage the latest reporting technologies in a secure, scalable and expandable environment.

Featured Guide

How to address complex, underperforming business intelligence reporting and management systems

Find out how a proven cloud-based, mobile technology driven turnkey reporting solution will help you stay ahead of the curve in today's fast-changing business environment.

ARTiS


Drive innovation

By leveraging forward-thinking concepts gained from ZS’ vast experience and strong domain knowledge in your industry.

Increase competitive advantage

With context-driven real-time information and mobile alerts that provide your team the upper hand by incorporating business intelligence, mobile technology and industry-specific data integration techniques.

Boost productivity

By allowing your team to focus on decision making instead of data processing with industry-specific master data management that consolidates and improves the quality of information from data sources into a single source of truth.

Reduce costs

With a proven cloud solution that has faster time to market, lower implementation costs and more efficient operations by combining industry-specific data connectors, reports and data models to maximize commercial effectiveness.

Featured Guide

How to address complex, underperforming business intelligence reporting and management systems

Find out how a proven cloud-based, mobile technology driven turnkey reporting solution will help you stay ahead of the curve in today's fast-changing business environment.

ARTiS

ARTiS Case Study

Leading Life Sciences Company

 

Business problem

  • Commercial organization generated scorecards for each brand across multiple vendors, which led to inefficiencies and high costs.
  • How could it consolidate dashboard production through a single vendor while replicating the existing dashboard functionality?

ZS approach

  • Evaluate existing business rules, identify synergies and make recommendations for how to improve scorecards across brands.
  • Leverage domain knowledge and experience with the client’s products, go-to-market strategy and commercial function decisions to implement an end-to-end solution that provides monthly scorecards across 11 brands and a Web-based ad hoc data query tool.

Impact delivered

  • 60% reduction in annual operations spend on scorecard generation using data-processing modules with industry best practices.
  • 15% to 30% ongoing savings on other analytical projects that focus on making decisions instead of data processing with centralized, readily available, high-quality processed data in a single location as the single source of truth.


ARTiS Case Study

Leading Networking Company

 

Business problem

  • Organization was looking for a solution to accelerate growth through insights obtained by mining available transaction and program data from channel partners.
  • How could it integrate data from multiple sources and IT systems into a single data mart and reporting platform that would serve as the single source of truth and provide actionable insights to channel managers around the globe?

ZS approach

  • Take an outcome-oriented approach, leveraging best practices gained from years of expertise to align data and analytics requirements with business objectives of channel managers.
  • Develop an insights-as-a-service solution that provides real-time, context sensitive, visually impactful reports in a narrative that is easy to understand and act upon.
  • Implement an end-to-end solution that provides standard reports and an ad hoc data query tool to channel managers across nine countries.

Impact delivered

  • Channel managers are able to leverage real-time, context-sensitive insights to identify high-performing partners that are in the best position to drive future channel growth.
  • Team is now able to quantify the impact of partner incentives and support to optimize channel program ROI.

Leverage ZS’ 30 years of expertise as a global leader in guiding sales and marketing decisions and strategy to build the right solution for your organization.

Today’s master data management, data integration and reporting solutions take considerable time and effort while burdened with unreliable KPIs, data quality issues and high operating costs.

ARTiS Customer Map

ARTiS is an agile, quick-to-implement, cost-effective business intelligence solution delivering just-in-time, actionable insights by pairing domain expertise and mobile technology with an innovative, proven cloud-based turnkey software solution.

From the execution levels to the C-suite, our experts understand how to help sales and marketing functions make strategic, insight driven, prudent decisions.

 

Featured News

Featured Guide

How to address complex, underperforming business intelligence reporting and management systems

Find out how a proven cloud-based, mobile technology driven turnkey reporting solution will help you stay ahead of the curve in today's fast-changing business environment.

ARTiS


Deploy predictive analytics

To provide actionable, business-driven performance reports and mobile alerts to help you make the right decisions at the right time for the right customers.

Deliver information anywhere at anytime

To provide customer insight by integrating business intelligence and mobile technology to readily provide information in real time, at any location and 24/7 with a focus on mobility.

ARTiS

Integrate data seamlessly

To provide a single source of truth for commercial operations with data integration modules developed from deep expertise in your industry.

Adopt enterprise technology

To leverage the latest reporting technologies in a secure, scalable and expandable environment.

Featured Guide

How to address complex, underperforming business intelligence reporting and management systems

Find out how a proven cloud-based, mobile technology driven turnkey reporting solution will help you stay ahead of the curve in today's fast-changing business environment.

ARTiS


Drive innovation

By leveraging forward-thinking concepts gained from ZS’ vast experience and strong domain knowledge in your industry.

Increase competitive advantage

With context-driven real-time information and mobile alerts that provide your team the upper hand by incorporating business intelligence, mobile technology and industry-specific data integration techniques.

Boost productivity

By allowing your team to focus on decision making instead of data processing with industry-specific master data management that consolidates and improves the quality of information from data sources into a single source of truth.

Reduce costs

With a proven cloud solution that has faster time to market, lower implementation costs and more efficient operations by combining industry-specific data connectors, reports and data models to maximize commercial effectiveness.

Featured Guide

How to address complex, underperforming business intelligence reporting and management systems

Find out how a proven cloud-based, mobile technology driven turnkey reporting solution will help you stay ahead of the curve in today's fast-changing business environment.

ARTiS

ARTiS Case Study

Leading Life Sciences Company

 

Business problem

  • Commercial organization generated scorecards for each brand across multiple vendors, which led to inefficiencies and high costs.
  • How could it consolidate dashboard production through a single vendor while replicating the existing dashboard functionality?

ZS approach

  • Evaluate existing business rules, identify synergies and make recommendations for how to improve scorecards across brands.
  • Leverage domain knowledge and experience with the client’s products, go-to-market strategy and commercial function decisions to implement an end-to-end solution that provides monthly scorecards across 11 brands and a Web-based ad hoc data query tool.

Impact delivered

  • 60% reduction in annual operations spend on scorecard generation using data-processing modules with industry best practices.
  • 15% to 30% ongoing savings on other analytical projects that focus on making decisions instead of data processing with centralized, readily available, high-quality processed data in a single location as the single source of truth.


ARTiS Case Study

Leading Networking Company

 

Business problem

  • Organization was looking for a solution to accelerate growth through insights obtained by mining available transaction and program data from channel partners.
  • How could it integrate data from multiple sources and IT systems into a single data mart and reporting platform that would serve as the single source of truth and provide actionable insights to channel managers around the globe?

ZS approach

  • Take an outcome-oriented approach, leveraging best practices gained from years of expertise to align data and analytics requirements with business objectives of channel managers.
  • Develop an insights-as-a-service solution that provides real-time, context sensitive, visually impactful reports in a narrative that is easy to understand and act upon.
  • Implement an end-to-end solution that provides standard reports and an ad hoc data query tool to channel managers across nine countries.

Impact delivered

  • Channel managers are able to leverage real-time, context-sensitive insights to identify high-performing partners that are in the best position to drive future channel growth.
  • Team is now able to quantify the impact of partner incentives and support to optimize channel program ROI.