LAD CONSULTING - THE CHANNEL MANAGEMENT EXPERTS

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CHANNELS

CHANNELS COME IN DIFFERENT TYPES AND SHAPES

 

Channels is the code name for many types of partners – Resellers, Referrals, MSP, Distributor, OEM and more.
What is the right channel type for your business? 

 

Channel models overview

RESELLERREFERRALDISTRIBUTORMSPTECHNOLOGY
MODEL1-Tier / 2-Tier1-Tier2-Tier1-Tier1-Tier
SALES LEADYesNoYesYesYes
PRESALES LEADYesNoNoYesYes
CERTIFICATIONSYesNoYesYesNo
TECH. SUPPORT1st lineNo1st Line1st LineFull
UPSELLYesNoNoYesNo
STRATEGYDeal ManagementIntroductionTerritory ManagmentRun RateOEM
MARGIN20%-30%5%35%-45%Revenue SharingFixed

 

Building the right mixture is the key of having successful channel business. With over 20 years of experience in creating Channel Infrastructures, LAD Consulting has proved track record that generates large amount of business to its customers worldwide.

 

 

But infrastructure building requires strong foundations. Signing new partners is not the first step but rather one of the later stages of the process. Channel without the proper backend infrastructure will fail for sure and will incur significant lost of time, resources and money.

It’s important to remember that its not just a matter of what type of Channel is best for you. Each Region has its own Character and culture. In order to choose right, you need to consider many parameters and variables. You can learn more about this in our Regions section.