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Business Need: Organizations in the technology business rely heavily on their distribution channels to attain maximum market reach. A strong distribution network goes a long way in bringing desired sales results. Distributors and partners in the technology vertical usually include System Integrators, Resellers, Value Added Resellers, and Independent Software Vendors and are direct revenue-facilitators. In order to tap new verticals and geographies for existing solutions or for launching new solutions, it is essential for technology companies to scan the channel network, assess the partner’s capabilities, determine the best channel and combinations of channel, and recruit the right vendors for better revenue prospects.
As a technology-oriented company, the scope for partner prospecting can be wide and cumbersome, as well as the dynamic changes taking place in the market. A quick partner channel turn-around is what you will be looking at to increase your revenue opportunities. Engaging iA’s expert services to assist you in partner identification will therefore optimize your distribution network design and strategic planning.
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Who Needs this Service?
• Technology companies seeking to expand distribution network or make new partners
• Companies seeking to deploy better resources for top performing partners
• Companies seeking to motivate or eliminate inactive partners
• Companies seeking to acquire a partner for integration
• Any company seeking to conduct strategic opportunity assessment for (re)defining its distribution model
This package is suitable for small and large technology companies |
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iA's Service: If you have felt the need to engage cost-effective expert services for identifying partnership opportunities, infoAnalytica’s service package, Symbiotica (Partner Distribution Network Design & Strategy), is a solution that can meet your needs. Within this package, infoAnalytica provides the following services:
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Prospecting new channel partners |
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Prospective partner segmentation based on the solutions offered |
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Evaluating a prospective partner on the basis of: |
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Vertical coverage |
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Geographical coverage |
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Size |
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Portfolio of products and solutions |
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Technology implemented (in case of VAR and SIs) |
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Technical expertise |
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Market perception review |
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Reviewing existing partners to eliminate inactive candidates or re-design the partnership model and identifying top partners |
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Identifying whitespaces in the existing partnership model and assessment of the resources required to be deployed against top partners |
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Identifying suitable partners and recommending partnership |
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Identifying acquisition targets and recommending a suitable target |
Service Benefits
• Recruiting new partners
• Developing/re-defining marketing, distribution, and partnership strategies
• Acquiring targets for forward or backward integration
• Brand development through enhancement of distribution channel |
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