Navigant Associates is a global training, consulting, and research firm specializing in channel sales strategies utilizing 3rd party sales and service partners. We help sales teams design and transform channel sales strategies resulting in higher earnings and customer value.
We help clients recognize performance gaps, leverage best-in-class practices and build strategies that improve partner relationships, execution skills, ultimately satisfy more customers.
Our global key account program was struggling to be effective when we left execution to our regional distributors. By defining roles and responsibilities, building long range business strategies, and aligning our business goals with our partners, we have increased inquiries from these accounts by 22%.
Pump & Valve Mfr
By building an intentional partner recruiting strategy, we improved the quality of channel partners we bring into our network. Their time to revenue production has improved and they are much more engaged.
Electronic Device Mfr
Not only have we improved margins, we reduced costs of sale by enabling our manufacturer reps with process and tools to better qualify and pursue ideal customer and opportunities. Our win rates have increased by 11% and our proposal responses time has dropped in half.
We’ve been great at selling. We didn’t realize that was a problem. The channel stuffing we had been so great at created a secondary market where distributors were selling to each other and driving market prices down. Once we focus on “sell out” rather than “selling in”, we were able to increase market prices and gain better focus from our distribution partners.
Tier I Automotive Supplier
Lee just gets it. He understands the struggles we face are different than those selling to end users. His passion for the channel sales profession is energizing. After sales training year over year that didn’t click, Channel ACE opened our eyes and fit like a glove.