Channel
Lifecycle
Channel Lifecycle Management

In the computer networking industry, there are typically four stages when installing
network infrastructure– PDIO – Plan, Design, Implement and Operate.  Building and
nurturing channels for mutual revenue and profit requires similar steps across the
channel life cycle.  We call this Channel Life Cycle Management (PDOx2) -- Plan and
Prepare, Design and Deliver, Operate and Optimize.
Preparing and Planning are critical steps to maximize
partner satisfaction with your programs while developing
an effective investment spending strategy.  

Designing for channels requires in-depth understanding
of how channels works, and that comes from years of
hands on experience, having built successful, award-
winning programs from the ground up.  

Delivering effective programs requires an understanding
of how channels interact and what’s necessary to drive
maximum revenue and partner satisfaction while
minimizing channel conflict.  

Operating and Optimizing channels takes experience to
know what will work and what won’t, what will have a
positively effect one side of the channels while negatively
effecting another side, and which programs just shift
business in circles.
Using Channel Lifecycle Management, Channel Navigator helps high technology
companies design and optimize their indirect channel route to market.  This method
ensures that all aspects of a client’s needs are taken into careful consideration to
build and nurture channels for mutual revenue and profit success.

Channel Navigator focuses on bottom line financial results.  We work to ensure that
distribution channel investment and expansion plans produce a positive ROI.  We
continuously seek opportunities to redefine channel programs as the landscape
evolves and look to identify new areas for profit improvement within existing channel
programs.

Channel Navigator’s expertise includes developing successful business models
that are tailored to specific corporate objectives, the current and market environment.
As part of the business model that we can prepare for your company, Channel
Navigator offers the following strategy and program implementation services:

P - Preparing and Planning
Channel planning and segmentation strategy
Channel discount and pricing strategy
Competitive benchmarking
Product launch management
“Rules of engagement” strategy
Sales and market coverage analysis

D - Designing and Delivering
Partner recruitment and tiered program design
Partner training and development plans
Deal registration and incentive programs
Demand creation programs
MDF and Coop program design
Promotion, trade-in, and rebate strategies and tactics
Distribution marketing and go-to-market plans
Education, ERATE, Federal and public sector market programs

O- Operating and Optimizing
Cross-sell and up-sell programs
Product life cycle planning
Partner productivity development planning
Partner satisfaction programs
Partner retention and growth programs
Profit analysis modeling
Refurbished product programs
Sales development plans
Sales compensation and SPIFFS