Project plan:The York Group

By: The York Group  09-12-2011

In launching an international indirect sales channel it is important for companies to know where they want to go, how they are going to get there, and what they are going to do once they are there.

Professional resellers want to deal with vendors that know what they are doing. After all, they are investing their time, money, people resources and local reputation in launching a vendor’s product in their country. They can not afford to risk doing business with a vendor that does not have a credible sales channel program.

The York Group works with its clients to put in place the processes and documentation that will:

  • Determine market priorities and revenue objectives
  • Establish pricing and payment policies
  • Identify the key components of a marketing support package
  • Address all major reseller contract issues
  • Provide the typical elements of a reseller manual
  • Explain if, when and how to organize reseller conferences
  • Assess the need for product localization
  • Review technical support requirements
  • Discuss various aspects of IP protection
  • Develop guidelines for technical and sales training programs
  • Define the job description for a channel manager
  • Define the profile of ideal partners
  • Provide a fully-documented, step-by-step recruitment process
  • Establish a comprehensive annual partner review program
  • Reduce the likelihood of channel conflict
  • Provide sample documents, templates and reporting formats.

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Management:The York Group

The York Group has a comprehensive partner audit and management program that is designed to analyze the performance of existing partners, and to evaluate whether an under-performing partner is willing to make the commitment necessary to drive revenues in their market. With The York Group’s in-country presence it can conduct the evaluation in the local language, and provide you with specific recommendations on how to improve the relationship.


Recruitment:The York Group

In addition to helping clients with in-depth discussions on the various elements of the contract, The York Group will represent you in the negotiations, helping to bridge cultural differences that can easily lead to misunderstandings and potentially derail a very promising working relationship.