Bridge the CHASMs in your Partnerships …
To achieve sustainable growth and stay ahead of your competitors! When you implement The CHASM® System to define your Go-To-Market strategy and channel partner program, you will grow partner loyalty and revenue in a cost-effective manner for profitable and successful Go-To-Market models and partnering relationships. The CHASM® System comprises a suite of workshops and coaching sessions to develop and implement sales channel strategy and business plans for organizations and their reseller and alliance partners. These workshops focus on strategy and planning for increasing revenue for both businesses through improved relationships and effective management and communication.
Market Coverage StrategyIn this workshop you will use strategic business modelling tools to analyse key aspects of your sales performance to clarify your current situation and identify the best go-to-market strategy for each area of your business. You will define and prioritise your core areas of focus to drive your planned growth. For the executive and sales and marketing managers to define the optimal Go-To-Market structure and market coverage strategy including target market analysis, selection, value propositions and actions plans. Channel Program StrategyIn the second workshop you will identify the key issues to be addressed in your channels relationships and define your strategies and policies to be built into a profitable Partner Management Program. The output of this workshop is a CHASM® Channels Program Plan. For the executive and senior sales, marketing and partner managers to define and plan your channels management policies, structure and support program. Value RelationshipsFor senior managers and partner management teams to enhance their skills in relationship building and communication to create business relationships that deliver value to each party. Partner ManagementFor channel managers and all who support the partners to enhance their skills in account managing their partners and build a partner management plan that focuses on generating revenue. Joint Business PlanningFor the management teams of both partners to plan the business development for the partnership to grow revenue and develop their relationship. This workshop is customised for each specific partnership - whether it is new or established or an annual partner plan update workshop. Partner Business PlanningA suite of 6 half-day workshop modules for management, sales and marketing teams of the reseller channel partner companies to enhance their business acumen and create their own business plan covering sales and marketing. The 6 workshops comprise:
1. Business Analysis |
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Bespoke GTM Framework
This is a strategic approach to solving
operational issues in Go-To-Market
functions such as Channel Partner and
Territory Management. The Bespoke
Frameworks are developed specifically
for your organisation to increase
the productivity and effectiveness of
your teams and reduce the cost of
sales. The Bespoke GTM Framework
delivers high value to companies
that have previously implemented
other methodologies resulting in a
conglomeration of mismatched processes
from various sources. The Framework
incorporates a process of taking the
best of what works currently and filling
the gaps with appropriate best practice
processes to create a management
framework and training that matches
your business environment exactly.
Working with Siebel Systems, Marketing
Integration facilitated strategy and
channel partner planning throughout the
Asia Pacific region for companies such
as Cisco, HP, Microsoft, Honeywell and
Oracle. Cisco was facilitated through
developing an Asia Pacific Channel
Partner’s Business Plan that comprised
input and agreement from all the country
branches. They were also assisted in
implementing this channels plan and joint
partner planning processes throughout the
region. This process increased channels
revenue and greatly enhanced partner
loyalty for Cisco, changing the way
they do business with their resellers.
Janeen has facilitated many channel planning workshops for Cisco Systems in Asia Pacific. Her workshop style is very engaging and her facilitation technique ensures people actively participate and learn simultaneously. These workshops have demonstrated her depth of expertise in channels strategy planning and building profitable channels relationships. The channel management plans we have developed in the workshops have been practical and creative and have enabled us to grow channel revenue and loyalty. We have benefited greatly from Janeen’s extensive experience in the channels environment.
- Manager Channel Operations & Strategy, Asia-Pacific, Cisco Systems