Build a best-in-class Channel Partner Ecosystem
Many businesses today find that the face of their company is presented to customers
via third-party sales channel partners. Collaboration with channel partners is important
to delivering differentiated value to customers. Hence it becomes critical for them
to make a strategic alliance and establish a relationship of commitment, trust and
cooperation with their distributors, resellers and dealers.
Channel partnerships are extremely diverse. While some partnerships emanate from
unsolicited email enquiries, some from meeting a sales manager at a trade expo.
In addition to such situations, sometimes a referral from another existing dealer
helps initiating a partnership in a different region. Well, there is nothing wrong
with such methods, in fact sometimes these are great ways of finding new channel
partners. But the concern is not about how you find possible channel partner but
more so whether they are going to be a good fit for your business model or not?
This is where Dun & Bradstreet’s Channel Partner Viability Study comes into
play. With our global experience in Supply Risk Management Solutions and expertise
on customized and actionable solutions, Dun & Bradstreet can integrate each client’s
unique distribution management and collaboration challenges as we guide you through
the channel partner management process.
Evolve your Channel Partner Program to meet the needs of a rapidly changing partner
Channel partners can play an important role in penetrating new markets and expanding
existing customer relationships, allowing businesses to focus on other strategic
imperatives and core competencies. They bring established local-level networks and
are closer to customers. With Dun & Bradstreet’s Channel Partner Viability Study
you will get a snapshot of the operational performance of the entire distribution
network with deeper insights into to the region specific practices carried in different
spheres of business.
The study further provides an overview of the financials of dealers and hence their
actual productivity. You get a first hand analysis of demand for various products
and various factors influencing the demand. Moreover, this model will help you set
up new strategies for your products at local level and gain advantage in the highly
competitive market. It will help you focus on areas of concern for the channel partners
and come up with channel partner specific or region specific solutions to improve
channel partner productivity and in turn your own profitability.