For organisations selling hardware, software, solutions or services
Developing and Implementing a Route-To-Market Strategy
- Setting up and structuring sales and marketing organisations on a national or international basis.
- Defining what to do internally and what to sub-contract outside the organisation
- Setting up and structuring a direct Sales Force, advising on recruitment and interviewing
- Sales force optimisation: advice on what to measure to ensure success, training & development plans
- Developing the sales funnel and sales funnel management
- Designing and running motivational sales incentive schemes
Single or Dual Tier distribution implementation:
Advice on channel strategy -
- Breadth and depth definition
- Legal agreements and contracts
- Pricing and Margin retention
Recruiting a Distribution Channel and on-going Channel Management -
- Wholesalers and Resellers for hardware
- Value Added Resellers, Independent Software Vendors and System Integrators for software
- “Partner & Developer Programmes” for open source ecosystems
- Setting up and running international Collaborative Ventures to ensure that multiple organisations can jointly develop a solution, take it to market and generate early revenue streams.
Product Lifecycle Management
- Defining a product launch strategy and on-going product update with Mid-life refreshers
- Pricing, including how to price a service, product or solution (licensing, leasing, engagement fees)
- Profitably managing new product rolls, version releases and product obsolescence
Sales and Marketing Campaigns
- Developing a pragmatic growth strategy
- Defining customer segments
- Developing marketing communications, PR messages, advertising, lead generation programmes, sales promotion campaigns
- Evangelising complex technology and concepts to non-technical audiences and commercial customers.