Pindar Systems is the market leader in catalogue commerce systems for print and an increasingly strong player in web catalogue commerce.

Over a period of six months we worked with the senior management team to develop a routes to market strategy to enable them to dramatically increase the rate of growth within the business by adding a capable business partner channel to augment the highly effective direct sales organization.

The RTM Plan comprised the following deliverables:

• Specific objectives and defined strategies
• Clear, simple customer segmentation model
• Comprehensive customer value propositions for each channel
• Comprehensive business partner skillset and competency requirements for each customer segment
• Analysis of the cost to sell to customers through direct sales
• Analysis of the cost to serve customers through business partners
• Comprehensive channel value propositions - what the business
• A phased approach to building the channels required for the highest priority customer segments
• A set of tools and methologies to allow the management team to asses new opportunities as they arise

Pindar Systems is the market leader in catalogue commerce systems for print and an increasingly strong player in web catalogue commerce.

Over a period of six months we worked with the senior management team to develop a routes to market strategy to enable them to dramatically increase the rate of growth within the business by adding a capable business partner channel to augment the highly effective direct sales organization.

The RTM Plan comprised the following deliverables:

• Specific objectives and defined strategies
• Clear, simple customer segmentation model
• Comprehensive customer value propositions for each channel
• Comprehensive business partner skillset and competency requirements for each customer segment
• Analysis of the cost to sell to customers through direct sales
• Analysis of the cost to serve customers through business partners
• Comprehensive channel value propositions - what the business
• A phased approach to building the channels required for the highest priority customer segments
• A set of tools and methologies to allow the management team to asses new opportunities as they arise