Client was distributing its products through a number of direct and indirect channels across over 25 countries in Latin America, but needed to develop and implement a framework for managing its channel relationship across the region and engage in marketing activities.

STRATEGY:
Nextant performed an extensive analysis of client’s current channel structure and management, which included evaluating existing sales and channel strategies to identify fundamentals and best practices.  It interacted with key stakeholders and decision makers to define an optimized channel model aligned with corporate strategy.  The channel model included (i) processes for segmenting and selecting channel partners, (ii) better defined channel management roles, (iii) opportunity ownership, and (iv) management guidelines and processes for partner business planning.  In addition to developing the channel partner model, Nextant assisted regional offices in designing a training workshop for key stakeholders, developing implementation plans, and facilitating pilot workshops in select subsidiaries in Asia and North and South America.

 

Nextant’s solution:

• Created a model for segmenting and selecting channel partners
• Provided channel management guidelines and better defined channel management roles
• Sped up implementation of strategies

 

RESULTS:
As a result of the project, client was able to optimize execution of both internal partner management resources and channel partners.  The partner management organization was enhanced with better defined and more focused roles along with more appropriate compensation structures that attracted better level resources.  Better alignment and planning among the partner management organization, internal sales, product teams, and channel partners resulted in greater involvement of channel partners in opportunities.  In addition, channel partner-led sales, return on investment in the channel, and overall channel partner satisfaction increased after the first year of implementation.