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 to get it. B2B companies are recognizing they need alliances and partnerships to meet these demands.

ZS creates winning channel strategies. We align go-to-market strategy with overall business strategy by helping clients develop and manage the right mix of direct and indirect (partner) channels to meet business goals and customer engagement requirements.

Design, Manage and Optimize Channels to Maximize Market Share

ZS Channel Strategy and Management Services can help you:

• Leverage channels to meet customer needs and reach hard-to-serve markets, substantially increasing revenue at the appropriate cost-to-serve
• Design a comprehensive channel strategy that optimizes 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
• Develop advanced partner platforms to drive capacity planning, partner loyalty management and collaborative marketing

Why Use ZS to Improve Your Channel Strategy?

• As the leading consulting firm focused on sales and marketing, we understand how to integrate B2B sales and marketing organizations for effective channel strategies
• Our Routes-to-Market framework ensures designing the right mix of direct and indirect channels
• Our analytical, data-driven approach enables your channel partners to efficiently meet customer needs
• Because we start with customer insight, market segmentation and value proposition development, your channel strategy will be aligned with your overall business strategy