Partner and Channel Management Practice Partnering is an essential building block of a "Go to Market Strategy" for most companies. However, an investment in partners takes time to bear fruit. This makes it difficult to dedicate precious resources to channel programs when direct sales provide more immediate sales results. By using Alferaz, companies can focus their energies on the essential direct sales program they need for immediate revenues without sacrificing a healthy and long term channel and partner program. Most of us understand that Partners and Channels help companies in many ways. The primary goal of most partner and channel programs is to add revenue to the company's top-line financial performance. This is typically accomplished by providing the company's products to other organizations who will re-sell the products to existing and new customers. However, there are many additional benefits to be gained from an effective partnering strategy. A sound indirect sales program will provide the basis for scalable growth of a company's revenue, without the burden of hiring additional sales personnel. This is particularly important in a financially sensitive world where the revenues of publicly traded companies are dissected on a quarterly basis. Indeed, many high-technology companies report their indirect sales revenue as a percentage of the total.
The premise is that the company can continue to enjoy future revenue growth without a corresponding growth in expenses. A successfully executed partner strategy will also extend the technical resources of a company. Particularly for complex products, as more individuals become certified on the installation, integration and use of the products, a greater market exposure is realized. In addition, these individuals could become candidates for future employment, at a later date. The Alferaz Channel and Partner Management Practice is dedicated to the definition, establishment and management of a global partner program for small to midsize technology companies. Alferaz executives work with client firms to define and implement a partner program geared towards strategic technical relationships and channel sales programs. Partners are recruited based on the needs of the client company and, when appropriate, synergisms are utilized to form alliances for solution sets based on the technologies of multiple partners and clients. Alferaz' global program is available for regional programs such as North America or Japan, or for a full global Channel and Partner Management program in the Americas, Asia and Europe. Alferaz has developed a field proven partner program for rapid implementation which includes the following components:
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