WHAT IS A CHANNEL PROGRAM & IS IT RIGHT FOR YOU?
A Channel Program could be right for your company, if...
You have a SaaS (software-as-a-service) application that you resell or is proprietary.
You can effectively demonstrate your service's value proposition in the market.
You are willing to educate and support partners who are interested in promoting your service.
You are willing to pay a partner a percentage of the revenue they generate for your company.
Channel distribution, also commonly known as a "partner program", leverages a distributed sales force of independent contractors, or "agents," who sell various services to their customers. Unlike traditional sales teams, partners are paid a percentage of the revenue they generate, rather than a salary and commission. This model can be attractive to both service providers and independent agents.
We can work together with the Channel Charting engagement to determine if a channel delivery model is a viable option for your company. If so, we will create a blueprint you can follow to optimize your product offering, pricing, commission structure, and identify the ideal partner persona for you to target.
UNLOCKING CHANNEL OPPORTUNITIES
Three Options to Help with Your Channel Strategy
YOUR CUSTOM BLUEPRINT
We will explore your current product offering, pricing packages and sales strategy. Analysis of channel delivery viability and identification of optimal partner demographics will be conducted.
This program will result in a blueprint for channel strategy implementation.
STAY ON COURSE
Once your channel blueprint has been created, we work together, with monthly guidance sessions, to ensure recommendations are implemented.
Step-by-step instructions, and on-going feedback will get your company on-track to establish a productive channel program.
YOUR PERSONAL GUIDE
On-going strategic guidance, as well as tactical assistance and long-term support. Serving as a fractional channel chief, I will introduce key stakeholders to established channel contacts, as appropriate.
This option is limited to no more than 3 clients at any given time.
Partnership Executive. Speaker. Author. Advisor.
My career has allowed me to lobby on Capitol Hill to support the IT industry, serve as a CompTIA faculty member, and start channel programs from scratch for technology companies on both coasts of the US, as well as Australia.
I have been honored to deliver a TEDx talk on cloud technology and present to audiences at Microsoft, Apple, and Ingram Micro, as well as guest lecture at Rutgers University, on partnership and strategic alliance strategy.
Over the past 20 years, my primary mission has been to create and grow channel sales programs for technology companies in various stages, from start-up to established enterprise. In 2015, I founded PlumUC, a channel strategy consultancy. We were "born in the cloud" as a full-service brokerage of technology services. Over time, we realized that we were better at helping our clients identify viable sales avenues (or "channels") and implementing strategies for acquiring partners to grow their respective businesses. PlumUC works side-by-side with company founders and CMOs to provide channel roadmaps and on-going guidance to augment leadership teams on an affordable, fractional basis. PlumUC...Unlocking Channels.
When I am not helping clients with their partnership programs, I spend as much time as possible with my wife, son, and daughter on the coast of Delaware. There are very few places on this great planet of ours that can make you feel as small and insignificant, yet empowered to dream big, and motivated to make those dreams a reality... Staring at the tenacious and mesmerizing waves of the Atlantic, with feet firmly planted in the sand marking the edge of the continent, is that place for me.
What People Are Saying
Greg is a gem of a human! Authentic, generous, and always thinking about big picture value creation. A natural evangelist, Greg has quickly become one of my favorite collaborators in the SaaS/digital marketing space.
As a member of our faculty, Greg was a highly regarded and sought-after speaker. He never disappointed!
President & CEO, CompTIA
Greg understands the technology landscape and how to uncover a product's intrinsic value. He successfully developed our pricing strategy and identified the optimal partners for our cybersecurity service.