Solutions to help: Manage channel conflicts

Align the right partner to the right market

Different channel partners have different skills and capabilities so it makes sense to assign different market segments to partners who have the skills to handle them.

We help our Clients using predictive analytics and market intelligence  to understand exactly who’s who in different segments of the market. This can help you determine which partners should focus on which segments and it can also help your partners by giving them company and contact details, saving them time and effort.

Because our WebONE Integrated Marketing Database tells you what activity is taking place for different groups of prospects you can also see if a particular segment or group of prospects isn’t being actively canvassed.

This allows you to take remedial action and makes sure you’re covering the entire market by the best channels.

Manage conflicts between channels and direct sales

 

Conflicts between direct sales and channels are damaging for all involved. They waste time, erode trust and reduce the chance of success – and worst of all they can impact the prospects negatively. So no-one wins.

One reason for conflict is poor targeting. If you don’t have clear guidelines about who should be looking after which prospects conflicts are inevitable. And if you don’t know which companies are in your target market it makes it even harder to manage.

Our predictive analytics and market intelligence helps our Clients understand exactly who’s who in the market and allows them to assign accounts appropriately, reducing conflict.

And our WebONE Integrated Marketing Database allows everyone to see exactly what activity is taking place for different groups of prospects as well as in individual prospects. So if a particular segment is being canvassed by both direct sales and channels you can do something about it.

It also gives a history of who said what to whom, and when, allowing disputes to be resolved quickly and effectively.