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Maximizing Your Return on Relationships

Channel Management Group, Inc. (CMG) is a consulting and training company that helps technology companies develop and manage high performance sales channels and alliances. CMG gives balanced attention to the business and relationship challenges of partnering, which enables companies who are building or refining their “go-to-market” strategies and programs to achieve breakthrough objectives and reach revenue targets. CMG’s primary expertise lies with complex hardware, software, or service products targeted for use in the enterprise.

CMG brings together a team of operationally experienced professionals with a combined total of over 60 years of alliance and channel sales, marketing, and training experience. All of CMG’s principals have held senior management positions in industry-leading high technology companies including Hewlett-Packard Company, Digital Equipment Corporation and Avnet, Inc. Each has helped build at least one start-up company. The CMG team can become your strategic partner while guiding the tactical execution of strategic initiatives. To find out more about CMG’s partnering capabilities click on the logo in this listing.

<strong>The Business Challenge</strong>

CMG addresses key aspects of a company’s “go-to-market” architecture. A “go-to-market” architecture, especially for a complex technology or solution sale, is far more than a sales force pushing a product into a marketplace. A well-designed “go-to-market” strategy defines customer buying behavior and continually identities the most efficient and cost-effective ways to reach those buying customers. It also addresses critical success factors such as the roles of partners, the rules of engagement, the value proposition, compensation for value added, marketing programs, business processes, etc. – all the factors that are critical to a company’s success and areas where CMG principals have extensive experience. Some key business challenges that many of our clients face are:

&gt; Growing revenue through all channels

&gt; Optimizing investments in partners and channels

&gt; Achieving functional alignment

&gt; Gaining incremental revenue through new market segments

&gt; Reducing time-to-market

&gt; Increasing partner loyalty and leverage

&gt; Building sustainable competitive advantage





<strong>Our Methodology – The “4 D’s”</strong>

We call our methodology the 4 D’s – Discover, Diagnose, Develop, Deliver.

&gt; Discover – the assessment

&gt; Diagnose – the “gap” analysis

&gt; Develop – the recommended solution

&gt; Deliver – implementation and monitoring

<strong>Sample services:</strong>

&gt; Assess philosophical and functional readiness of organization to partner

&gt; Evaluate “channel-readiness” of products

&gt; Develop or enhance partnering strategy

&gt; Map partner strategy to corporate strengths

&gt; Model successful direct selling formula

&gt; Identify desirable partner attributes

&gt; Profile alliance and channel partners

&gt; Craft partner business planning process

&gt; Select and recruit strategic partners

&gt; Develop and manage channel programs

&gt; Manage partner training process

&gt; Train direct sales to engage partners

&gt; Create marketing communication materials

&gt; Review organization and support roles to channels and alliances

&gt; Monitor channel performance to strategy

&gt; Facilitate feedback and planning activities

&gt; Position products and company relative to competitive channel programs

&gt; Address specific competency gaps through training and coaching

&gt; Provide interim channel management

<strong>Partial Customer List:</strong>

&gt; Avnet, Inc., Phoenix, AZ

&gt; Cisco Systems, Inc., San Jose, CA

&gt; Digital Equipment Corporation, Shrewsbury, MA

&gt; eBizZones, Inc., San Diego, CA

&gt; Intergraph, Denver, CO

&gt; MatrixOne, Inc., Westford, MA

&gt; RuggeData, Menlo Park, CA

&gt; Teamwork.com, Bellevue, WA

&gt; Vernier Networks, Mountain View, CA

<strong>Sample Completed Projects:</strong>

&gt; Alliance development for collaboration start-up

&gt; Channel sales productivity evaluation and recommendations

&gt; Web-based sales tool profiling global systems integrator partners, partner training, and web site specifications

&gt; Alliance business plan for a distributor and a leading embedded systems software company

&gt; Channel strategy, program development, and implementation for storage manufacturer

&gt; Strategic partner identification and profiling for high-end peripheral manufacturer


<strong>The CMG Team</strong>

<span style="text-decoration: underline;">Natalie Silvesti, Seattle</span>

Founded CMG in 2000. Executive positions in business development and sales at Avnet Computer Marketing Group and CyberSafe, a security software start-up. 15+ years in channels sales and marketing management at Hewlett-Packard, IDC, and Digital Equipment.


<span style="text-decoration: underline;">Harper Thorpe, Sacramento</span>

20+ years at Hewlett-Packard in Sales and Channels Management. Architected HP’s Value-Added Channels for the distribution and resale of complex systems and solutions. VP of Marketing and Sales at a telecommunications start-up; managed change from direct-only to a blended go-to-market strategy.

<span style="text-decoration: underline;">Becky Willis, Denver</span>

20+ years in senior management of sales and marketing at Hewlett-Packard, Applix, and Unify. Start-up experience as VP of Sales and Marketing for KnowledgeFactor and Director of Sales and Marketing for firesale.com.

<span style="text-decoration: underline;">Bill McCready, Boston</span>

20+ years indirect channel sales and marketing management at Honeywell, Apollo Computer, Hewlett-Packard. Worldwide management of channels for Compaq/Digital Equipment, and for Aura Networks, an optical networking start-up.



To contact Channel Management Group, click the logo or the heading above.

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<strong>Email</strong> <a href="mailto:natalie@channelmg.com">natalie@channelmg.com</a>
<strong>Small Business</strong> Yes
<strong>Woman Owned</strong> No
<strong>Minority Owned</strong> No