"ChannelGain was retained to assist Spartan Bioscience with a review of the strategy and tactical tools being employed for our international reseller network.  ChannelGain's broad experience in sales, channel development, channel management and marketing was invaluable to this process.  In a matter of two sessions with ChannelGain, we were able to identify areas where we can significantly improve the structure of our reseller agreements and the programs and processes intended to assist the channel.  ChannelGain's contributions were professional, succinct and actionable.  I feel we received excellent value from this engagement and we plan to work with ChannelGain again."

Mark Kershey,
President, Spartan Bioscience, Inc.

"Especially for younger companies, who cannot afford a serious misstep, an understanding of how to sell -- who to sell to, what process and team to put in place, and more -- is critical.  That’s the priceless insight ChannelGain brings to the table.  I have seen the impact of ChannelGain’s work in more than one company, and highly recommend that executives talk to ChannelGain before investing heavily building the sales effort."

Gillian Brouse
Veteran Marketing Advisor

Market and Sales Model Analysis
(ChannelGain): Leveraging Gartner's Hype Cycle Indicators Model

Sales Ecosystem Analysis
(ChannelGain): Examine your target buyers internal and external circles of influence to determine the most effective route(s) to sales.

Best and Worst Practices for IT Channel Programs
(Gartner):This article is from 2003 but summarize core truths about channels.

The Allianced Enterprise: Breakout Strategy for the New Millennium
(Booz-Allen & Hamilton): Dated but time has proven this white paper true.

OCRI Zone5ive Marketing Forum

The Trouble with Channels 

Thursday April 15, 2010 @ 11:30 AM