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. NEED ANSWER ASAP Marketers in organizations evaluate how channels are designed; and they continue to...

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NEED ANSWER ASAP

Marketers in organizations evaluate how channels are designed; and they continue to evaluate those channels and develop effective plans as channels grow or decline. Marketers evaluate the key issues related to e-commerce and m-commerce in their ability to maintain a competitive force in the marketplace; and to reach other segments of consumers in a technological environment.

Explain why some companies succeed or fail and why it occurs? Your discussions should include theory based channel strategy.  

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Answer #1

As you develop a channel strategy with various partners, ensure that you have addressed the following 5 features which every successful channel marketing program gets right-

  • Pricing model-
    Firstly, obtaining commitment for the rules of engagement from the sales force needs a sound pricing model. As all that the channel partners do is paid for on gross margin, they must see the prospects to make ample money. Discounts must be sufficiently attractive to obtain their interest. If margins are trivial, growth thru the program will slacken & the program itself will be rendered irrelevant.
  • Sales aims-
    A sound program documents, outlines, & aligns sales aims. There must be complete clarity on what’s required of your channel partners, their goals, & how their performance will be gauged. Giving unambiguous KPIs to the channel partners will engage & spur them to operate in the correct direction.
  • Success metrics-
    Using a success metrics to appraise & gauge against on a monthly / quarterly basis is vital. It enables you to fathom whether the program is performing as per the expectations. After all, if you are not quantifiably measuring outcomes, you do not know whether the program is succeeding/ failing, or what’s the best course of action to undertake.
  • Communication-
    Also vital to an effective program is facilitating a clear-cut communication with your channel partners, particularly during execution. Ensure they have gone through the fine print, they have comprehended how performance will be gauged, & know all your terms & conditions.
  • Responsibility-
    Successful programs have a built-in accountability. Both channel partners & the firm must work jointly for the program’s success, checking & balancing one another’s actions accordingly.

To conclude we can state that you cannot simply develop, initiate & then be done with it. You should continually appraise the program to analyze its relevance so that enhancements can be made. If the aim is growth, you will need to constantly analyze the sales numbers to fathom how to keep up the momentum.

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