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INDIRECT SALES

CHANNEL GROWTH ALONG YOUR GO-TO-MARKET STRATEGY

For your successful partner management

The diverse channel landscape is characterized by the different requirements and expectations of all parties involved. From a large number of projects for Vendor in all IT solution areas, we know the right approaches approaches to ensure that your products and solutions reach potential customers successfully with functional channel management.

From strategic-tactical impulses for your organization & Go2Market strategy, to our channel intelligence solution for a "total addressable partner potential", to competent channel sales & marketing support with sales responsibility.

We take responsibility for everything from partner identification & profiling to onboarding, activation and partner management. In this way, we bring growth to your indirect sales channels.

We are currently responsible for over 620 million euros in sales for our customers in the IT and capital goods sector through partner sales account management and support. This makes us an important and usually decisive driver of growth for the respective sales organizations. Our customers are leading Vendor from IT software, services & hardware.

CONTACT US

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THE ESSENTIAL CHANNEL MANAGEMENT SOLUTIONS

CHANNEL INTELLIGENCE

Identification of relevant partners for you in the markets, portfolio mapping for new and cross potentials

CHANNEL MANAGEMENT CONSULTING

based on the COMPRIS Channel Management Model

CHANNEL SALES / GROWTH

Growth in your channel segments through competent channel sales & marketing resources. Strong in the Executive in Hunting and Farming

CHANNEL MEASUREMENT / DATA CONSOLIDATION / CHANNEL DASHBOARD

Transparent channel sales performance through stringent data measurement of all relevant sales data(sell out, sell in, stock reporting, partner performance) and mapping in smart channel dashboards

OUR PORTFOLIO

CHANNEL INTELLIGENCE

CHANNEL STRATEGY & CHANNEL MANAGEMENT

CHANNEL EXECUTION

CHANNEL INTELLIGENCE

Identify partner potential digitally: Precise, meaningful and fast. 

 

Use our intelligence solution to find new and previously unknown channel partners or cross- & portfolio potential in your existing partner pool. We make this growth potential visible and accessible for your sales activities.

Digitally and AI-based along your product & solution portfolio, we generate potential partners for you in your target segment with all relevant information. To ensure a valid database without inaccuracies, we clean up outdated partner data. Inventory data from different sources is automatically compared, duplicated and consolidated thanks to sales analytics. This makes it possible to analyze trends and developments in the channel business and reveals valuable win-back, cross-sell and upsell potential.

COMPRIS CHANNEL INTELLIGENCE DATA
Your insight into channel intelligence data and the partner potential for your IT business.

THE IT CLUSTER and PORTFOLIO STACKS

MANAGED
SERVICES

IT
SECURITY

Data
Center

Unified
Communication

ERP / CRM / HR /
DMS SOFTWARE

CAD /
CAM

COLLABORATION
TOOLS

CLIENT / NOTEBOOK
DESKTOP

DIGITAL
WORKPLACE

MOBILE /
MOBILITY

CHANNEL STRATEGY &
CHANNEL MANAGEMENT

Sales excellence for your
channel strategy.

 

Successful positioning and Go2Market approaches require target-oriented, functioning sales strategies. The basis for this is our "COMPRiS Channel Management Model": a proven method that makes all facets of successful channel management assessable by means of an assessment.

COMPRiS provides impetus for necessary transformations. As part of our consulting services, we take on strategic areas such as Go2Market & Channel Models with the optimization and design of indirect sales models, programs and systems. In addition, we fully cover topics such as sales efficiency & the redefinition of coverage models, as well as partner account planning, sales funnel & opportunity management or channel management models. We draw on extensive benchmark results, model and data-based analyses. We develop scalable channel strategies for your organization and create a prioritized recommendation for action that always focuses on short, medium and long-term success - alwaysadapted to your individual organization and market situation.

From clear and often short-term projects to sales & channel transformations: Using our various Go2Market approaches, we optimize your sales strategy and tactics for greater market success.Partner surveys are also part of our channel management consulting. Here we identify the partner feedback according to the most important influencing factors from all relevant partner groups (active partners, winback & lost partners, competitive partners). This results in an informative overall picture of your target region.

Methodology is our strength. This is why we use innovative but proven models to provide new perspectives on your current situation and performance in channel management. With over 15 years of experience in this area, we identify growth scenarios and cross-potential.

CHANNEL EXECUTION

Sales resources
for your growth targets.

 

From partner identification and onboarding to partner management: we strengthen your sales organization with our channel sales teams.

Rely on efficient and experienced sales work with sales & technology partners for your innovative B2B products & solutions. An individually assembled team with the right combination of hunting & farming as well as product and solution expertise and market knowledge will take over defined segments or parts of your sales process for you. Let us multiply your success in a joint business case - with competent "channel" resources for your growth path.

Our expertise covers a broad spectrum of product and solution areas: 
  • IT infrastructure Server, storage, network
  • IT Workplace (clients, tablet, notebook, PC workstation, display, scan)
  • Cloud & Managed Services
  • IT Security / Cybersecurity (EDR, AV, Threat Intelligence, SOC etc.)
  • Office & Collaboration Software
  • Mobility (MDM - mobile device management, smartphone, mobile security, system management, tablet, mobile solutions)
  • Consumption Based Computing
  • PLM / Product Lifecycle Management / Industry 4.0
  • Unified Communication / UCAAS, Contact Center Management
Your goals become ours. We understand and take responsibility - for your growth and your Go2Market goals. Whether in the long-term business case - or in a more short-term increase in your sales pipeline: always based on our proven Sales Excellence method.

CHANNEL SALES DASHBOARD

YOUR COCKPIT IN
CHANNEL MANAGEMENT.

Clear transparency for your channel setup: reliable, evident channel sales evaluations for all relevant areas, potentials and developments.
Smart, up-to-date, evident!

With the COMPRiS Sales Dashboard, you can recognize potential and developments at an early stage, even before they have an impact on your business model. Based on our consolidated and adjusted sell-out & sell-in data, we identify trends and other potentials that will influence your channel of tomorrow in a clearly visualized dashboard. Full transparency on developments in recent quarters and years from a management perspective through to detailed analysis of time periods, partner groups, products, regions, etc.

The resulting potential analyses are particularly informative. Based on your sell-out & channel sales data, we determine partner potential (cross-sell / up-sell) from our channel intelligence data. Growth potential specifically identified for individual partner companies.

Our modular solution enables sell-out / sell-in consolidation in your systems, as well as use in the form of a self-service dashboard based on dynamic business intelligence tools.
Channel Management Dashboard

YOUR PARTNER WITH
STRONG EXPERTISE
IN CHANNEL SALES

460

CHANNEL INDICATORS

for our Channel Management Assessment

42.000

PARTNER PROFILE

DACH

620 million €

SALES RESPONSIBILITY

for IT products and solutions

108 %

TARGET ACHIEVEMENT

through COMPRiS

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CHANNEL LANDSCAPE
IN TRANSITION

New "as-a-service" solutions are constantly changing the channel models and therefore the entire partner landscape. This requires an even closer look at the individual development progress in the partner lifecycle.

We analyze the potential and identify the right levers to ensure that your solutions reach the market. Directly and indirectly.

Channel Management Lifecycle

1 - IDENTIFY

Number of profiled partners
Number of competitive partners
Partner potential

2 - RECRUIT

Registered & certified Partner
Number of onboarded & activated Partner

3 - ACTIVATE

Number of Trading/ Buying Partners
Number of Customer PoC's
Number of Demo/ NFR's 

4 - GROW

Growth Rate's
Solution Development /Enablement
Cross Sell /Cross Growth

5 - MANAGE

Revenue, Sales-Opportunity Funnel
Incremental Business
Achievement
Product Group Budget

We provide advice and support along the entire lifecycle: data-based, strategic and operational.
WHAT MAKES US SPECIAL

SOUNDS INTERESTING?

We'd love to sit down with you to discuss your business and discover how we can tap your full market potential – no strings attached. 

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© COMPRiS GmbH

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