Channel Strategy Consulting
Every company can use expert, objective advice to deal with their unique channel challenges. Frank Lynn & Associates undertakes custom consulting engagements to help clients develop winning channel strategies. Our work addresses the individual needs of each client, but covers many common channel strategy issues:
Market coverage – Employ the right mix of channels to cover target markets and key decision-makers
Principles and policies – Determine the appropriate coverage intensity, channel authorizations, exclusivity, etc. to optimize effectiveness and efficiency
Channel conflict management – Choose the best approach to maximize revenue while keeping partners focused
Attack/defend strategies – Select the appropriate strategies for a market leader, striver or disruptor
Acquisition consulting – Conduct due diligence pre-acquisition and smoothly merge channel programs afterwards
``Frank Lynn & Associates are the ‘go-to’ guys for channel strategy``
The Eight Core Elements of a High Performing Channel Strategy™
A framework that defines the critical characteristics of a high performing channel strategy and serves as a tool to assess the strength of one.
Market Life Cycle model
A FL&A framework that helps companies navigate the inevitable shift in customer segments and channel types.
Product, Presence, Hit Rate (PPH)® model
A structured and disciplined FL&A-specific approach to identify incremental sales opportunities by quantifying market share.