FOR TECHNOLOGY COMPANIES
Are you leveraging the channel the right way?
Leveraging a sales channel as a route to market can be the key to successful business growth for many technology companies, but failure to do it properly could have costly impacts.
Introducing products or solutions that might not be channel-friendly, adopting a strategy that is disruptive to business, or simply underestimating the level of effort required are all reasons that contribute to the failure of most channel strategies.
At Alveo, we grew up in the IT channel so we specialize in helping technology companies build and enable their channel effectively.
ACTIVATE THE CHANNEL
Our channel program development solutions
Whether you're dealing with a partner sales channel that falls short of expectations or are looking for an in-depth assessment of channel readiness, our team of experts will provide you with a solution built specifically for your business. We will assess your readiness to take your product to the channel and work with you to develop an effective channel program.
CHANNEL READINESS ASSESSMENT & DEVELOPMENT
We'll assess your direct business as well as the organization's readiness to take the product to channel to identify any potential risks. We will then work with you to fill any gaps and develop a channel program targeting your ideal partner profile (IPP).
CHANNEL PROGRAM ENHANCEMENT
Bring your IT channel to the next level. We will assess your existing partners' internal sales and marketing capabilities to map them to the right combination of resources and enablement to make them more effective in the market.
Help your channel partners get to market sooner by delivering a step-by-step go-to-market plan, sales and marketing enablement tools based on their organization's maturity, and training.
PRODUCT MANAGEMENT, MARKETING AND SALES SUPPORT
Meet your key objectives faster and extend your team’s bandwidth. Alveo will support your team in developing buyer personas and ideal client profiles, and support your strategy with market driver reports, competitor analysis, and bespoke playbooks, battlecards, datasheets and more.
Alveo was born in the IT channel. We have direct hands-on go-to-market experience from working in the entire channel, from end-user to service provider to VAR to Disti and OEM. Having that unique experience allows us to better support you and your objectives because we have seen it.
The good. The bad. The ugly.
We assess the entire landscape, identify gaps and architect an action plan that prioritizes GTM activity with your business objectives in mind.
ASSESSMENT & ROADMAP
Our custom roadmap gives you a clear path to achieving your objectives, removing guesswork, identifying any potential roadblocks, and achieving your goal faster and more efficiently.
We have been in your shoes and hated working with firms that try to just pile on unnecessary work. All of our recommendations are based on your unique situation. We won’t ever tell you to invest in something that we don’t think will have an impact on your bottom line.
GET SH*T DONE
We're not one of those "throw sh*t over a fence and run" consulting firms. We want you to succeed so we can help manage or implement the recommendations on a per-project, retainer, or advisory basis. The only requirements are access to existing materials, interviews as needed (kept minimal), and timely approvals of deliverables. Our goal is to enable your teams, not distract them.
FREQUENTLY ASKED QUESTIONS
DO WE REALLY NEED AN ASSESSMENT?
Yes. If we go into a project without at least a minimal assessment, we're going to run into issues, project delays, and frankly just waste your money. We don't want that and I'm sure you don't want that either. This gives us a clear line of sight into what needs to be done to maximize ROI.
CAN THE ASSESSMENT BE A QUICK SURVEY?
We only leverage surveys to append group interviews when each department is over 20 people. In smaller teams, surveys aren't as valuable. Participants interpret questions and terms differently, and by only looking at survey results, we lose the opportunity to align on strategy.
WHAT FORMAT IS THE ASSESSMENT?
Usually, it's a group format but there are situations where we require individual interviews as well. One of the main reasons why strategy falls short is because of internal misalignment. By having the assessment in teams, we allow for dialogue around topics that usually aren't discussed at this level. We also separate executive leadership from function teams in order to create a safe space for feedback. We look at this information to determine if there is a misalignment between the executive team and the teams executing the strategy.
WHAT CAN WE EXPECT AFTERWARD?
We will use the data to identify the shortest distance between you and your objective. A report and roadmap will be provided to the leadership team. This usually then kicks off the larger project that we can support you on.
WON'T YOU TELL ME SOMETHING I ALREADY KNOW?
We hope so. Our clients are ridiculously smart people but they have been sucked into the day-to-day and unfortunately can't see the most optimal way to achieve their goals (or more likely, don't have the bandwidth). Our goal is to validate your concerns and then create a game plan that will prioritize your efforts and get everyone focused on the plan. No more, go chase this because I had a dream about it and it feels like a good idea.
BUT DO YOU REALLY EXECUTE?
Yes. We have been personally burnt by consultants that drop their shit and leave. We promise to deliver something that is useful and should be leveraged by your internal teams. If our deliverable ends up in your desk drawer, we failed. And we don't like to fail.