InfoInc had aggressive revenue expectations to increase sales and displace their top three (3) competitors.
The company wanted to have a more solid method for identify and setting the revenue goals for all channels .
Approach
Analyzed how the market currently acquires products and services and how those behaviors will change over time.
Conduct over 150 1-on-1 industry interviews together with multi-segment on-line surveys in North America, Europe, and Asia Pacific.
Formed two (2) Thought Leaders panels to project the industry channel change drivers.
Outcome
Clear and detailed understanding on how customers buy product today and what future factors will determine changes in channel preferences over the next 2-4 years.
Ability to analytically allocate channel revenues to the different channel types.
Allocation of an appropriate level resources across all channel types to drive the expected revenues.
Client Results
Roll-out of a new global direct and indirect channels strategy.
Clear revenue visibility of what should be expected from each channel and partner.
The Client and Vaxa developed a transition plan to allocate increasingly more revenues through the indirect channel over a 3-year period.
