Strength of Business Proposition
All efforts to improve channel revenue and productivity must answer the question: why should the channel sell your product? This question is answered not only by your product or service’s value proposition to customers, but the other elements of your Business Proposition to the channel.
The stronger the Business Proposition, the more likely the channel is to commit to and support the sales of your offering. R & A has identified six major elements that comprise a Channel Business Proposition, from the channel’s perspective, and refined that model with 72 sub-elements. These factors, and their interactions, are the essence of our proprietary channel knowledge and the basis of much of our consulting practice. However, they are too complicated to successfully model mentally or by using spreadsheets. R & A’s Computer models, based largely on our Dynamic Channel Simulator technology, evaluate the impact of changing market conditions, rivals’ business proposition and trends, along with the company’s business proposition and trends to assess the strength of the business proposition over time.
Our models then can provide an estimate of likely growth (or contraction) of indirect channel sales and its relation to any direct selling efforts. With the use of our analytical models, channel business proposition strengths and deficiencies can be quickly discovered. We can also quantify how programs and resources aimed at one channel may affect other channels, allowing you to judge whether channel initiatives are truly incremental to your revenue picture.