Consulting & Training Services

We work with our clients on projects to develop business and channel strategies, improve channel structures and build the skills of their people. We conduct research to strengthen channel insight and partner business model understanding. We build tools that empower our clients to deploy this insight across multiple channels and regions.

Channel Strategy - We help clients achieve market access through routes to market that optimise reach and coverage at the lowest cost, while minimising the potential for channel conflict. We bring a financial rigour to this process, through analysing the true cost-to-sell and cost-to-serve of each channel.

Channel Value Propositions - We know how to craft compelling channel value propositions that are based on leveraging the full commercial relationship with a vendor.

Account Management - We design the processes and instill the skills necessary to build long-term strategic relationships with key partners, whether they be franchisees, distributors, dealers or retailers.

Financial Acumen for marketing and channel teams - We have trained thousands of account managers, marketing and product managers and their executive teams in how to position their value propositions for each of their strategic accounts and to make the business case in hard financial terms that are relevant to each partner. We have literally written the book on this (Distribution Channels, by Julian Dent published by Kogan Page).

We work across a wide range of industry sectors so we can bring you innovations that draw on the best practices, regardless of sector. We have worked with all types of products, services, solutions, after-market products, capital assets and franchises. Our clients range from market entrants to global industry leaders.