channel

experiments

can be tricky

we're here to

make sure they

don't backfire

jsg is tech's go-to partner for CHANNEL EVOLUTION

In our channel evolution practice, we help our clients navigate through complexity caused by relentless tech innovation, a shift towards recurring revenue streams, evolving customer purchasing behaviors, increased global competition, and rapidly changing channel models. 


Our practice improves channel health and effectiveness by deploying innovative growth strategies for clients who increasingly depend on indirect go-to-market success.  

 

We create new channel programs, evolve existing ones, and provide a wide range of services, including channel strategy and framework development (from inception through launch); partner targeting, recruitment and on-boarding; demand generation and prospecting; MDF benefits creation (and management); channel operations and governance.

Instead of dazzling you with fancy presentations and jargon, we prefer to focus on driving near-term tangible results. We've built multiple 5-Star award-winning channel programs for leading global tech vendors.  Instead of experimenting with your channel, let us help you build the right strategy, framework, and program.

Redesigned disparate channel partners

across multiple geographic theaters into

one global solution channel program  

  • Global Solutions Provider competency skill-up, identification of strategic leverage areas, and development of channel growth plan 

  • Online Learning Program involving research, tools, training, and innovativer strategies to improve channel demand generation

  • Channel Sales Training Program for Intel Premier Partners designed to shift ‘traditional commodities sales’ to a consultative approach

Built best-in-class 5-Star Award winning channel program Changed compensation, MDF, and marketing programs to drive 40% revenue growth at 75x ROI 

Targeted at US, Europe, and Asia-Pacific channel account managers, instilled best practices and evolved CAMs from order takers into Trusted Advisors (multiple 2-day live sessions delivered in each Geo, 156 CAMs trained,  14 webinars delivered, 200+ account plans reviewed)

Channel Transformation Program aimed at a select group of Motorola Enterprise Mobility partners in the US, Latin America, and EMEA.  Program delivered 40% revenue growth at 75x ROI

Selected top-30 partners and redesigned channel strategy to drive double-digit growth

Developed channel programs for Avaya at a time when resellers were re-tooling to become more adept at selling higher margin elements, including software and managed/professional services.  

Avaya partner development program created to evolve channel model and GTM capabilities.  We developed and delivered consultative sales training, channel sales recruitment, on-boarding, and sales management coaching for 28 VARs

  • 27 of Avaya’s top 30 partners are MOC graduates

  • 94% of AE’s learned new consultative selling skills

  • 77% of sales leaders improved management skills

  • 2.78 sales people added per partner (on average)

Groundbreaking new program for ScanSource, Mobility-On-Demand (MODE), a fully integrated, pre-activated, channel-centric, out-of-the-box portfolio of solutions (SW, HW, Services)