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Do you fully understand why you are winning or losing in the market? |
| > | Is my direct sales team missing their targets? |
| > | Do my indirect sales channels consistently miss their sales goals? |
| > | Have my new products or services failed to generate the level of sales that I expected? |
Sales Channels
| > | Are my competitors gaining market share in alternate distribution channels, while my sales remain flat or decline in my sales channels? |
| > | Have changes in the channel caused me to question whether I am using the right channels for my products or services? |
| > | Do my channel partners invest enough time and resources to promote, sell and support my line? |
| > | Are my channels starting to support competing lines? |
| > | Do my channels cherry pick my line? |
Profitability
| > | Are my channel partners complaining about price and margin erosion? |
| > | Are my channel partners demanding greater price and contractual concessions? |
| > | Am I frequently cutting special deals to appease select channel partners? |
| > | Are my margins declining while my marketing and sales costs are increasing? |
If you answered yes and are experiencing these or similar issues, then there are problems with your go-to-market strategy and tactics. Companies that have not properly designed or evolved their go-to-market systems face vexing issues like these, and undermine their market and financial performance if left unresolved.
What is the Solution?
To identify the root causes of your go-to-market system issues, it takes a systematic and objective assessment. A proper analysis of your go-to-market system requires an evaluation of each element within the context of your overall business strategy.
Frank Lynn & Associates' "Sales Channel Effectiveness Audit" includes a review of the following:
| > | Go-to-market strategy |
| > | target end-user segments | |
| > | value propositions | |
| > | market coverage models | |
| > | alignment of direct and indirect channel resources | |
| > | coverage issues |
| > | Marketing and sales organizational structure |
| > | roles, responsibilities and competencies | |
| > | coordination and control methods | |
| > | reporting levels and structures |
| > | Supporting programs and tactics |
| > | compensation programs | |
| > | training programs | |
| > | performance management programs and processes |
Our team of go-to-market system experts can lead your senior management team through this analysis. Our "Sales Channel Effectiveness Audit" is a structured assessment process that can be completed in approximately one week, in most cases. This includes one to two days to prepare and analyze various company documents and performance information, two days of face-to-face activities, followed by a day to complete the formal report.
This detailed, interactive process with key members of your management team, combined with our review and analysis of relevant information, allows us to assess and diagnose the problems and opportunities within your go-to-market system in a focused and efficient manner.
How Will You Benefit from a Frank Lynn & Associates' "Sales Channel Effectiveness Audit"?
Our proprietary process will provide your management team the following benefits:
| > | An assessment of your current go-to-market system that will be presented at the conclusion of our two-day session and documented in a report |
| > | a summary of the key go-to-market system issues and root causes of them | |
| > | an estimate, where possible, of the impact of the key issues on your market and financial performance | |
| > | an overview of potential solutions to address the issues and a description of the potential benefits |
| > | A preliminary action plan for management to address the key go-to-market system issues |
| > | identify immediate opportunities to grow sales | |
| > | understand the steps to make effective changes to your sales channels |
If appropriate, we will develop a proposal to help you implement proposed changes so that you can realize the benefits.
Why Frank Lynn & Associates?
For over 30 years, Frank Lynn & Associates, Inc. has been dedicated to one goal-helping companies design and implement go-to-market systems that deliver business results. We help our clients create systems that enable them to market, sell, deliver and support their products and services in an effective and efficient manner.
The principals of Frank Lynn & Associates bring market and channel insights to you based on more than 2,500 engagements in a variety of industries. We provide in-depth knowledge and expertise in dealing with the marketing and sale of products and services through direct sales forces and indirect sales channels, such as system integrators, value-added resellers, distributors, dealers, specialty retailers, catalogs and the Internet.
What is the Investment?
A Frank Lynn & Associates' principal leads each "Sales Channel Effectiveness Audit." Your investment in the audit is $18,500 plus direct expenses. This includes one to two days of preparation, two days of face-to-face meetings, and one to two days of analysis to prepare the final report.
To start each audit, we will send you an agenda for the two-day meeting along with a request for information. We will also schedule a one- to two-hour call with the lead contact from your organization, one week before the audit, to confirm the structure and format and to address any questions.
We also offer a more extensive assessment for companies that want to expand the scope of the audit to include feedback and perspectives from end users, members of the sales force and indirect channel partners. If you are interested in a more in-depth evaluation, then we will work with you to tailor the audit to best meet your requirements.
Yes, I am Interested! What are the Next Steps?
In most cases, we conduct two "Sales Channel Effectiveness Audits" each month, and we typically schedule them one to three months in advance. If you are interested, please contact Jim Fogarty, Principal, at (312) 558-4803 to discuss the audit in more detail and to schedule convenient dates.
Are There any Options?
Yes, we offer a more simplified assessment for companies. We will work with you to tailor the audit to best meet your requirements.
Our Guarantee...
Our proprietary compensation audit works. We have over 30 years of proof. Our guarantee is simple, if you are not completely satisfied with our audit, we will resolve your issues or waive our professional fees.
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