Case Studies

During 2007/8 Channels Worldwide Group companies have worked with the world’s largest networking vendor to benchmark their go to market model for SMB solutions. As part of this project we ran a sponsored Channel Forum bringing together senior channel executives from our client organisation and from Sage, Sun, Samsung and Sony to discuss the key issues.

Our Services

Competitive Research

We assessed our client’s SMB channel program against the programs of six other major vendors, identifying areas of strength and weakness. We interviewed client stakeholders to understand internal perceptions and expectations, folding this feedback into our analysis.

Channel Forum

We brought together channel executives from five non-competitive vendors selling through partners into the SMB market. We led the discussion, driving out the key issues on behalf of our client.

Program Design

We are now working with our client to develop an innovative new go to market model for SMB partners. We are driving implementation, working inside our client alongside the key business owners.

Why This Matters

Too few of our clients look outside their business to understand best practice. This project delivers a revised channel engagement model based on robust research and benchmarking in the SMB market. A market that is critical to many Channels Worldwide Group clients.