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Channel Services
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Rohner & Associates builds your channel strategy for many different initiatives by analyzing and defining specific areas of impact. Our practice centers on revenue, and the cost of fueling the revenue engine. |
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| Rohner & Associates recommendations impact three major areas: |
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Impact Areas |
Effect |
| Sales Scalability |
Growth of the Channel Portfolio and Sales Coverage capacity |
| Sales Productivity |
Increased productivity through coverage design, optimization and program utilization |
| Derived Demand |
Greater influence with “influence” and “collaborative” partners |
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Rohner & Associates focuses its efforts on four engagement categories: |
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Channel Engagement Areas |
Effect |
| Strategy |
Connects the marketplace and determines how customers learn of, decide to purchase and receive products and services |
| Initiatives |
Meet channel requirements and pursue business proposition advantages or differentiation that improves channel conditions, productivity or satisfaction |
| Assessments |
Characterizes gaps and specifies areas for improvements. The goal is to create value and channel worthiness and readiness |
| Education |
Increased revenues due to increased awareness of the dynamics of the company’s revenue engine |
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