FOUNDATIONAL FRAMEWORK

Choosing, Building, and Enabling Routes-to-Market for High Performance

Designing A Channel-Centric Strategy in 7 Steps

Today’s companies are investing large sums of time and money in product superiority and differentiation, sometimes losing sight that long-term enterprise value is far more commonly created by go-to-market excellence.

Through 25+ years of experience supporting go-to-market strategies, we’ve found that companies who focus on go-to-market and thoughtfully match their product markets with well-designed and operated channels generate more value over the long run. Through these findings, we’ve developed a seven-step guide to designing a successful channel-centric approach:

Determine Your Product-Market Focus
Align Channels with How Customers Buy
Align Products to Channels
Understand the Channel Economics
Develop a Coverage Strategy
Implement Multichannel Routes-to-Market
Provide Channel Enablement

Download the framework to learn more about our 7-step approach to designing a channel-centric strategy, and to get our checklist for the 6 critical go-do’s when embarking on a channel redesign.

DOWNLOAD THE FRAMEWORK