Technology

Building a Value Proposition to Excite & Motivate the Channel Partners & Distributors:

Our client in the Technology Vertical needed for us to build out strategies and approaches for them to address the needs of their Channel Partners & Distributors and get them excited to push more of their products to their customers.

The challenge that they faced was that our client had products and services to address the needs of the larger Fortune 500 companies and had their direct sales force focus on the needs of these customers. The products and services that they were selling to the Small and Medium Markets were too expensive for the customers as well as the complexity that was involved for the larger customers didn't apply to these smaller customers who were looking how these technology solutions would simplify their business and business benefits vs. focus on the product features.

Given this environment we developed a process and methodology to identify the key value drivers and the influencing factors that would excite the Channel Partners and Distributors to get them to push our client's products and services into the market place. For more information review our Case Study.