Channels Design & Optimization

E-mail | 954-989-2425

Channels Design & Optimization

Vaxa's approach to Channels Design & Optimization encompasses how and to whom companies sell their products and services, the channels they use, and the operations that support these efforts.

We help clients address issues ranging from creating wholly new channel ecosystems for new opportunities to optimizing current channels strategies to serve existing customers.

Customers, Channel Partners, and your Channels Infrastructure are integral to our channels assignments.

What We Do
Strategy
Enablement
Execution
Results

Tab Content One

Our expertise extends from quick targeted interventions that unlock immediate channel value—like fixing short-falls in partner sales—to more holistic channels ecosystem design and implementation. Vaxa has deep expertise in Channels Strategy, Enablement, and Execution.

STRATEGY

Our Channels Strategy expertise is used in two distinct but separate ways. To realign components of the current go-to-market strategy to changing customer and partner needs—and/or—adapting today's corporate-wide channel capabilities in pursuit of new opportunities.

ENABLEMENT

A great Channel Strategy without effective enablement is no strategy. Vaxa experience and expertise in Channel Enablement includes: vendor/partner business planning, enablement programs design and build, MARCOM development, playbooks, and training & education development.

EXECUTION

Perfect strategy and enablement plans and programs are for naught if they are not executable and you do not pay attention to providing the channels with the tools to be used throughout the selling cycle. Left alone, partners chart their own course—strong and specific guidance is needed from the vendor. Vaxa has vast experience in events planning and implementation, lists development, lead management, partner performance tracking, partner audits, and managing partner churn.

Tab Content Two

Vaxa has found that most channel strategies fail to deliver against projections because of the misalignment between--

Marketshare goals, direct-indirect channels sales, and the divisions of those sales between the individual channels.
Customers' buying preferences and the Routes-to-Market .

Channels revenue target is often based on hard and subjective channel growth rates. However, there should be minimal guessing as related to deal flow and sales closures through each channel. Vaxa's channel strategy expertise addresses seven core elements to having an efficient and effective channels ecosystem--

Channels Strategy: Designing, developing, and aligning the channel strategy relative to customer expectations.

Channels Capacity Design: Modeling the channels capacity so there is alignment between investments, revenue flow, different partner types.

Routes to Market: Vaxa's proven Routes-to-Market methodology overlays your solutions on to customers' preferred buying preferences so you deliver the right solutions to the right customers with the right value proposition.

Channels Capacity: Vaxa analyzes partners' fit using a quantitative and qualitative metrics that increases the odds of those partner delivering against your expectations.

Value Proposition: Your solutions' value proposition is as important to your customers as it is in convincing partners to join forces with you instead of your competitors. Vaxa methodology ensures we position you in the best possible light.

Investments: We take the guess work out of channel investments. Vaxa takes a return-on-investment approach in determining how much should be invested overall, to what activity, and by channel—all aligned to hitting sales targets.

Organization: Like our investment optimization approach, headcount and roles and responsibilities are based the organization's capacity to help the different channels to meet or exceed their agreed upon targets.

Tab Content Three

Enablement is the bridge between channel strategy and execution. It starts to put into practice the goals and aspirations of the channels strategy, brings partners and vendors together to share a common vision on the path forward, and agreeing on goals and the tactics to meet and exceed those mutual expectations.

Vaxa has demonstrated expertise in enabling partners through:

Business Planning: We used our knowledge of Customers, Vendors, and Partners' to create the agenda so Vendors and Partners are realistic in their expectations.

Enablement Programs: Enablement programs design is not a one size fits all but there are common elements across partner types. Our deep understand of partner issues ensure we maximize your investment in enablement programs.

MARCOM Development: Marketing communications is a life-line to helping partners to identify leads and close sales. Vaxa uses customer and industry based insights to design, develop, and execute multi-touch marketing campaigns to drive partner sales.

Playbooks: We need partners focusing on closing sales. One way we help this process is to create comprehensive playbooks for Channel Managers and Partners so they can quickly find critical information.

Training & Education: If the channels do not know what to sell and how to sell it, they will be demoralized and miss their sales targets. Vaxa is experienced in using multi-delivery Training & Education tools & methods to transfer knowledge to partners so they meet or exceed performance expectations.

Tab Content Four

Execution puts ideas into practice—it is when plans and convictions become actions.

Working hand-in-hand with your teams and channel partners is one way way Vaxa has helped companies realize their dreams and aspirations.

Events: In practice, multi-touch events and campaigns are how partners generate and fill their lead pipeline. Vaxa develops templates, writes copy, and helps partners to leverage this collateral in the right places at the right time.

Customer Lists: It doesn't matter if you have the best solutions, if partners don't know to whom to sell to, they will twiddle their thumbs. Vaxa works with you and your partners to create and provide customer lists to each specific needs.

Lead Management: Partners never have enough leads or high quality leads. Part of our value proposition is to work with partners to increase the quality of their lead pipeline through direct customer engagement.

Partner Performance: Every partner consumes resources. Therefore, each of their performance is critical in maintaining an oily system. Vaxa's brings analytical rigor to partner retention and replacement. We make recommendations on what actions are required for high-to-low performing partners, proposing replacement companies where needed, and ensuring partners are optimizing the investments you have made in facilitating their performance.

Audits: Partners will not be as open with you as they will be with a third party. Vaxa has decades of experience interacting with different types of partners and engages in dialogue with them to deeply understand their performance drivers, hot buttons and pain points—then, to translate and bridge between their hopes and aspirations and your future channels strategies and tactics. This helps you to help them drive more of your product and services sales.

Churn: The reasons for low-to-high partner performance is as many as the partners themselves. Some partners do just enough to stay in your good favor while working harder to sell your competitors' products. Vaxa expertise helps you to analyze your partners share-of-wallet and your competitive standing from the partner perspective and recommend tangible steps to not being outflanked by your rivals.

Tab Content Five

We have assisted some of world leading companies to refine, design, build and implement their channels ecosystem strategies and tactics -- all with the intent to increasing short and long term revenue growth.

Examples of our Channels work are shown below.

Global Channels Ecosystem for New Business Opportunities

Designed, developed, and helped implement the new channels ecosystems for a Global 50 technology companies in pursuit of opportunities in Healthcare, Pharmaceuticals, Enterprise Applications, and Public Sector.

Competitor analysis of a brands' Channel Model

Competitive analysis of the Channels Model of a major US Telecommunications provider showing areas of comparative strengths and weakness, areas for improvements, and specific program changes to help partners grow sales.

Identification, analysis, and prioritization for 20,000+ potential partners

Vaxa Partner Portfolio Model has helped our clients to increase their partner population for new industry pursuits, fill gaps in their geographic coverage model, and replace under-performing partners with new companies.

Increasing clients' Routes-to-Market Capabilities

Using Vaxa's Route to Market expertise to design and build the channel routes for information technology in healthcare, semiconductors in chemicals, and

Embedded Vaxa's Routes-to-Market methodology into our clients' organizations.

We should talk

Let's discuss how we can deliver similar results for you as have done for other companies.

Please contact us.

"Channels is clearly a sweetspot for Vaxa. They've helped us with a wide range of strategic and tactical channel issues from creating ecosystems for new markets, designing partner enablement programs, developing industry playbooks, to identifying new technology and industry partners. They have been crucial during implementation."

-- Semiconductor Client

Delivering Results. Smartly.

We deliver real results by helping you to see first what others will see eventually.

Channels Design & Optimization

CONNECT WITH US