To build a strong sales channel strategy, companies need to rethink the way they work with—and offer incentives to—their partners. BCG helps clients ensure that the right elements are in place for the sales channel to grow and thrive.
The tools, data, and analytics that direct sales activity are constantly evolving—and your sales channel strategy must evolve as well. Customers are rapidly shifting how they learn about and buy products and offerings. Acquisitions are rapidly consolidating channel players. New technologies are giving distributors and resellers more choice in what they sell. At BCG, our sales channel consultants help clients navigate these massive shifts, understand when indirect selling is most advantageous, and optimize their sales channel model and strategy.
Companies must master our five key rules to optimize digital sales channels:
Our program to address sales channel strategy, as well as sales channel management and effectiveness, can drive significant impact in two to three months. Our focused frontline transformation efforts include:
Commercial Allocation by BCG X offers an integrated transformation experience. Leveraging BCG’s deep expertise and transformation capabilities, Commercial Allocation optimizes marketing and commercial budget allocation across salesforce and direct-to-consumer touchpoints.
Peter Barfuss, head of sales operation and sales transformation at Siemens Digital Industries, shares how the company worked with BCG to reimagine its inside sales operations and develop enhanced field sales capabilities.
And, warns Red Hat’s Marco Bill-Peter, don’t rely on AI to do everything. Rather, engage with AI in the right way.
For every minute B2B sales reps spend with customers, they spend nearly three on behind-the-scenes tasks. Generative AI can flip that equation by accelerating sales-related processes.
Integration between Amazon Web Services and Salesforce—combined with a BCG framework for scaling generative AI—can transform how sales organizations work and create value.
Firms derive stronger returns from CRM investments when they view the tools as a business transformation, not solely a technology implementation.
A unified strategy for AI transformation can take an organization from deploying the technology in everyday tasks to reshaping critical functions and inventing new experiences.
Our sales channel consulting team has driven more than 600 projects helping clients with sales channel strategy, sales channel management, sales channel models, and sales channel transformation over the past five years, across all geographies.
