Channel sales (through distributors, resellers, and other business partners) constitutes a significant part of any OEM or software publisher’s business, presenting both opportunity and risk. Anglepoint’s proven channel methodology provides invaluable insights to our clients, with direct and measurable impact on the bottom line.
We view channel as a lifecycle consisting of five main phases:
Initiation – business planning, due-diligence, and contracting with new partners
Transactions – sales, returns, tracking, and service
Reporting – POS, inventory, analysis, and follow-up on anomalies
Incentives – claim and review programs, approval process, validation of accurate and timely reporting
Improvement – partner compliance program, KPI tracking, continuous assessment, and corrective actions
Each of the five lifecycle phases is assessed against four dimensions:
Business – strategy, pricing, markets, conflicts, and KPIs
Operations – people, processes, and technology
Legal – contacts and enforcement
Compliance – controls, laws and regulations (e.g. FCPA), self-reporting
Anglepoint provides services relative to all the above, and specifically benchmarks against channel lifecycle management, best practices, continuous assessment, partner audits, and corrective actions.