is changing the way organizations leverage outside expertise. We enable our clients to address complex problems and tap fleeting opportunities, like never before.
Consultants
We invite experts from various business domains to offer fresh insights, hands-on expertise and coaching to our clients.
All engagements are at the Consultant's discretion.
Are you looking to increase revenue by building or extending channel partnerships? Do you have clarity on the key differences between the end-consumer value proposition and the business proposition to the channel partner?
Mark can help you develop a playbook for effective channel partnerships to:
1. Expand your business dramatically and in new markets
2. Get access to existing customers of larger organizations
Partnership discussions (especially with larger organizations) can take several months with presentations to multiple stakeholders. Each of the presentation needs to be customized and executed well for eventual success. Mark is involved as an advisor and a hands-on coach every step of the way.
Engagement overview
1. Initial meeting with CEO or Head of Sales to,
a. discuss current customers and what new distribution channels we are trying to reach
b. identify 3 potential partners based on ease of getting access and how complimentary are your respective current offerings
c. answer: "Why should the company become your channel partner?"
2. Mark will help you craft a customized presentation to each of the 3 potential partners (down to slides for individual stakeholders in a larger organization)
3. Develop a game plan to reach the right individuals within the potential partner organizations
4. Final review before client presentation to have 100% clarity on following questions
a. Why should the company partner and why should they partner with us
b. What is the offering and value proposition for end customer (of the channel partner)
c. What is the business proposition for the channel partner
5. Pitch refinement after every partner meeting
NOTE: 25% of Mark's fee is based upon success.
Relevant background
Mark's professional career includes:
• 15 years of Coaching leaders of fast growing organization
• National and international channel development experience
• 6 board positions
• 6 interim executive positions
• Several successful exits
• Overall 22 leadership positions of transforming underperforming teams to peer leadership. Titles include CEO, COO, VP Sales and IT director
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