Reach more customers through partners, without giving the margin away.
We help you decide which channels and partners carry which products to which customers, and on what terms.
Channels grow over time, rarely by design.
A distributor in one country, direct sales in another, a web shop that competes with both. Each made sense when it was added.
Today partners overlap, prices differ between channels and nobody is sure which channel earns the most. Changing anything risks upsetting the dealer network.
Every channel serves a customer. The question is which customer, and at what cost.
Industrial buyers now move between field sales, phone and video, and self-service online, often within the same purchase. Distributors, the web shop and your own sellers all play a part.
The goal is not more channels. It is a clear role for each one, terms that reward partners for the right behaviour, and prices that hold across them, so channels add reach without competing for the same order.
We design the channel map and the terms that make it work.
- 01
Map today's channels
Who sells what to whom, at what price and with what margin, channel by channel.
- 02
Design the target model
Which customers each channel serves, where you go direct and where partners do it better.
- 03
Set terms and incentives
Agreements, price corridors and partner programmes that reward the behaviour you want.
- 04
Make the change
A plan for the transition, including how sellers explain it to the partners who are affected.
What you hold at the end
- 01
A channel map
Clear roles for each channel and partner.
- 02
Partner terms and programme
Agreements and incentives that add reach and protect margin.
- 03
A transition plan
Steps, timing and messages for a change without lost customers.
Talk to a partner, not a sales team
Tell us about the channel that is not working. René Tristan Lydiksen, Founding Partner, takes the call.
René Tristan Lydiksen, PhD
- 01Tell us where you are
A few lines are enough. No brief needed.
- 02René gets back to you
Personally, not through a sales team.
- 03A first conversation
About where you are and where to start.