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Aligning Sales & Marketing

Enhancing Marketing Driven Revenue

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The Challenge

This large client and its small, global commercial partner marketing team sets the partner marketing strategy to support partner-led commercial sales. Their success depends on good collaboration with field sales, partner programs, digital marketing, solutions marketing, and other marketing functions. Their challenge was to identify the top 8-12 strategic imperatives and to use them to guide investments and demonstrate results.

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The Solution

The client turned to Channel Impact to help build a framework that would align commercial sales and commercial marketing efforts, and deliver a report that measured results.

  1. First we mapped stakeholder touch points.
  2. Then we held a series of workshops to define and prioritize the strategic imperatives for success.
  3. We worked with the client to develop a theme for the framework that each stakeholder audience could identify with.
  4. Next, we determined the appropriate quantitative or qualitative criteria to measure each imperative.
  5. Finally, we worked with the client to gain internal buy-in for the framework.
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The Result

We delivered the final framework that is utilized with the commercial management team to show progress in this space. This framework is used to guide imperatives throughout the fiscal year.

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CONTACT US

Learn more about how Channel Impact® can help you drive incremental sales, at high profit, through best-in-class partnering.

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Contact Us

EAST BAY OFFICE
1030 Country Club Drive, Suite B
Moraga, CA 94556
Phone: 925-948-8110

SILICON VALLEY OFFICE
19925 Stevens Creek Blvd, Suite 100
Cupertino, CA 95014
Phone: 408-973-7847

CANADIAN OFFICE
2633-21 Street SW
Calgary, Alberta T2T 5A9

info@channel-impact.com

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