Channel FOCUS™ Methodology

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SWOTmg's Channel Focus™ Methodology is our best practices approach to helping clients achieve their Strategy, Alignment and Execution. This Methodology is comprised of four key processes:

Strategic Planning - Developing an integrated sales, marketing and channel strategy from scratch or validating/enhancing an existing strategy. We achieve this by analyzing your current approach against key competitors' and industry best practices, performing a gap analysis, and by developing a channel development strategy that results in a rock-solid channel roadmap.

Partner Recruitment - Building your selective partner community aggressively and efficiently through our time-tested, complete process. Our process ranges from customized profiling and identification of prospective partners to engaging and pre-qualifying those prospects in order to ultimately secure a signed agreement. Our strategic profiling, engagement and acquisition techniques help you gain commitment and expand your partner network.

Partner Enablement - Ensuring that a partner organization is positioned competitively and is well-equipped to sell your solutions successfully. Helping the partner deploy true solution-selling versus a hardware-centric approach is critical. This is accomplished through: business planning; development of solution sets; creating their unique selling proposition; and key messaging for internal/external resource alignment and marketing.

Field Engagement - Bringing your field and partner's sales teams together to ignite the relationship properly with strategic and tactical support and well-defined action maps for accountability. This includes joint sales and marketing planning, providing critical sales research, and facilitating white-board strategy sessions to intelligently penetrate specific industries, territories and/or accounts.