Channel Enablement and Excellence

Sales channels have always presented a complex set of challenges for technology vendors, not the least of which is having little to no insight into the ultimate customer.  In the Age of the Customer, with companies making large investments into becoming more customer-centric, vendors can’t afford to continue to operate blindly through channel partners.  They must find the means to understand why the customer is purchasing their technology, what kind of experience they are having, what future needs they have and how to create life-time customers.

HRG's Channel Excellence Program is a co-operative marketing program for channel partners that answers several questions:

• How can manufacturers drive more revenue?
• How can resellers drive more revenue and higher margins?
• How should customer relationships be managed to better drive sales and profitable revenue?
• What Pre-Sale messaging, positioning, sales support, and reseller programs will be most effective?
• What Post-Sale step-by-step processes and programs are required to create life-time customers?

Harvard Research Group provides channel development, channel demand creation, direct and indirect channel assessment & recommendations as well as highly effective reseller consulting, education, and "go-to market" services.