Channel Strategy Validation
Modeling for Success in the New Fiscal Year
The Challenge
This channel leadership team was tasked by E-Staff to propose a set of strategies that would result in their partners providing more value in the upcoming year.
THE SOLUTION
Arming the client with defensible recommendations was key to this engagement. We partnered with the client’s finance and sales teams to build a set of analytical models that demonstrated the impact of:
- Partner-led expansion in existing accounts
- New logo acquisition in the commercial space
- Having partners lead more motions within the sales process
- Adjusting non-standard pricing policies
- Implementing a pay-for-performance model
The Result
With a set of predictive analytics, this client was prepared to present the proposed channel strategy to Executive Staff and deliver recommendations with confidence.
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