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Enabling Channel Sales Success

Most companies go to market today through a variety of both direct and indirect sales channels. For decades, Miller Heiman Group has been helping market leaders plan and execute an optimal channel mix.

We are a recognized global authority on multi-channel routes to market, helping market leaders to improve their sales productivity and profitability through the development and deployment of effective indirect channel strategies.

Under our Channel Enablers brand, we have helped thousands of organizations globally increase third-party channel sales performance through specialized consulting and professional development programs.

When it comes to channel sales, Miller Heiman Group can help you:

  • Choose the best channels to reach markets ahead of your competitors
  • Fast track the enablement of your channel partners so they produce returns more quickly
  • Structure your sales organization to operate more effectively without channel conflict
  • Develop your people and processes to achieve competitive advantage through successful partnerships

We can help you optimize channel selling by:

  • Evaluating your channel effectiveness through best practice channel benchmarking
  • Implementing the right strategies, processes, investments, systems, infrastructure, policies, and partnering values to support sales channels
  • Ensuring that each team member understands their role in channel strategy execution and takes ownership for continuous improvement
  • Empowering people individually through professional development in channel strategy, processes, and best practices —then provide them with the skills they need to execute

Partner management has a host of challenges:

  • Few people have ever had formal channel management training
  • Past direct selling experience is typically insufficient preparation for the nuances of partner management
  • Most organizations have undocumented or poorly defined channel management processes
  • Partner management success metrics often don’t align with activities that drive channel success

Our solutions can help with these challenges.

We help our clients transform their channel strategies, teams, processes and programs into a source of significant competitive advantage.

Training and development in channel partner management skills

  • Channel Lifecycle Management and Best Practices
    • Achieving Channel Leverage – learn key best practices to more effectively leverage partner performance
    • Channel Success Essentials – evaluate your company’s partnering programs, processes and capabilities against industry best practices
  • Partner Influencing Strategies and Skills
    • Influencing Partnership Outcomes – develop the skills and insights necessary to influence partner business investments
  • Partner Planning Process
    • Effective Partner Planning – guide the creation and management of channel partnership plans
  • Channel Business Acumen
    • Channel Sales Financials – learn how to speak the financial language of partner CEOs
  • Virtual Sales Management
    • Coaching Partners to Results – gain performance coaching skills needed to drive productive activity through partners
    • Leading Trusted Partnerships – build joint revenue success through advanced partnership team management skills

Consulting solutions for channel sales strategy and best practices

  • Executive Strategy Workshops
  • Channel Best Practices Audits
  • Partner Program Development or Enhancement
  • Channel Management Field Guide Development
  • Custom Consulting Projects

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