Many sales organizations need more talent and skillsets to realize their expansion objectives. Our services aim to resolve these issues, providing the strategies and tools to cut through the layers of complexity for sustained business growth.
Building an effective partner ecosystem requires looking beyond short-term sales objectives. By aligning sales strategies, channels, and customer experiences, we drive sustainable increases in sales effectiveness and return on sales investments. The right channel partners should align with and support your company's strategic goals and plans. When choosing partners, it is vital to evaluate how they fit into your overall vision and synergize with your business priorities in both the near and long term. Our consulting services boost clients' sales, account management, channel optimization, customer engagement, and sales performance management capabilities. Joining them are new breeds of specialty partners staking claims in arenas like cloud, cybersecurity, and AI.
Navigating the complex, rapidly evolving world of tech channel sales requires an independent perspective grounded in extensive data and experience. With decades of experience advising diverse technology clients, our channel strategy insights are unmatched. We help clients optimize their route-to-market, redesign channel approaches, integrate programs after M&A, expand into new regions, and manage transitions to as-a-service models. Our expertise enables data-driven decisions to strengthen your partner ecosystem. We identify the most critical relationships to prioritize, recruit new strategic partners, pinpoint emerging "super channels," and gauge partner loyalty.
Three unrelated disruptions exposed the same hidden management failure: many companies still govern their most critical dependencies too low in the organization. This article explains why that mistake is now breaking operating models across industries and what boards can do now to fix it before the next shock makes the cost irreversible.
The restaurant industry’s next major disruption is coming from the supply side, not the consumer side. This article explains how Sysco’s $29.1 billion Restaurant Depot deal could reshape procurement economics for hundreds of thousands of independent operators. It also discusses what the most exposed formats need to do before the pressure becomes permanent.
After years of expansion, US restaurants are navigating a more demanding consumer. Our latest analysis reveals where diners are cutting back, where they’re still willing to splurge, and what operators must do now to protect margin while building the loyalty that will matter even more when conditions ease.
A regional strike on Qatar exposed something much larger than a temporary helium shortage: it revealed that industry is still managing a strategically indispensable input with the wrong model. This article shows why the disruption will deepen after the ceasefire and what boards must do now to prevent helium from becoming a recurring production-limiting constraint.
