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Sales Channel Management Can Define Revenue Success.

Your partners provide you with scale. We ensure you make the most of it.

Channel management simplified, from start to finish.

A natural conflict often exists in organizations between direct sales and the channel side. There’s where you can excel.

As technology, business, and financial experts, we come prepared to work with you from beginning to end—not just on strategy or solely on operations. We prioritize using strong measurement and reporting tools to demonstrate results, and we partner with you to ensure your channels are functioning at top efficiency within your budget.

When you call on us, our team of experienced revenue acceleration experts takes a balanced approach focused on your unique sales goals and channel dynamics. Whether you’re looking for partner engagement analysis, channel program development, or operational support, we listen to your concerns and set you up for success—within your company and beyond.

The Spur Group is a vital partner in VMware’s channel transformation efforts.

"As an example, we have achieved breakthroughs in the way we do channel capacity planning thanks to Spur’s services. Spur helped us gain programmatic insight into our partner ecosystem so we know where and how to invest for the most impact. If you are looking to address a channel challenge, I highly recommend Spur.”

Coleen Kapase

Vice President, Partner Go To Market Strategy

My experience with Spur has been outstanding.

“My experience with Spur has been outstanding. Easily one of the very best vendor experiences I’ve had in my 10 years at Microsoft ... it has been a pleasure working with all of them.”

Peter Cooper

Director of Product Marketing, Internet of Things

My experience with Spur has been outstanding.

“My experience with Spur has been outstanding. Easily one of the very best vendor experiences I’ve had in my 10 years at Microsoft ... it has been a pleasure working with all of them.”

Peter Cooper

Director of Product Marketing, Internet of Things

Sales Channel Management is an Art and a Science

You already understand the art. We’ll make the science quantifiable, removing the guesswork.

Channel management involves seeing the big picture and knowing how to quantify all of its moving parts—from partner education to relationship development. That’s where we come in, with data and measurement tools you can use to justify channel management decisions and demonstrate whether your tactics are working.

But that’s not the only reason our clients turn to us. Their partners may need a better understanding of a technical product, so they can tell a better story in the marketplace; or our clients’ channel impact may have eroded over the years, and they want to radically transform those relationships.

Those challenges are important because ultimately your channel partners provide you with the scale you need to have a bigger business impact with fewer resources. Yet with so many moving parts, you may feel like you don’t have direct control over everything that impacts the success of your channels.

We set you up to be in control. And in many of our sales channel management projects, we incorporate a change management approach, utilizing our decades of business knowledge and technical experience with various methodologies. But ultimately—no matter the project’s scope—we step back and let you be the hero.

Are you ready? ›

Sales Channel Management Matters

175

Consultants

1550

Engagements

550

Happy Clients

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The 4 Cs of Channel Capacity Planning

Improve your channel results with better partner capacity planning.

Download Whitepaper Now

Channel Management Services

Forget how you’ve done things before. Explore tactics that give you control of your sales channel management strategy
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Channel Planning

Identify your partners and how to hit your business goals. Get better insight, performance, and accountability for revenue, satisfaction, and enablement goals.
Partner Business Planning + Partner Scoring + Capacity Planning + Channel Health Index + Product/Growth Mapping
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Channel Recruitment

As you bring more partners into the fold, build their devotion, increase your returns, and lower costs.
Partner Targeting + Compete Programs + Partner Onboarding + Partner Business Propositions + Recruitment BOM
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Channel Readiness

Make sure your partners have the selling and technical skills for your marketplace. Support your partners with practices that align with your products and services.
Campaign Development + Go-To-Market Planning + Partner Readiness BOM + Channel Program Manager Training + To-Partner Communication
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Channel Incentives

Create strategies to reward your partners, while increasing strategic focus, capability building, revenue performance, and new client acquisition.
Deal Registration + Incentive Frameworks + MDF Planning + ROI Assessment + Incentive Operations and Management
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Partner Programs

Jump start your business around your offerings. Compete better with a convincing partner business proposition and straightforward programs.
Program Design + Satisfaction Benchmarking + Cloud/IOT Transition + Advisory Councils + ISV Developer Programs
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Channel Operations

Align your field and partner strategies to win more customers, energize sales, and reduce channel friction.
Performance Scorecards + Pipeline Management + Sales Team Development + Role/Compensation/Coverage Design + Field Governance/ROB