What Our Clients Say:

“Growth Path helped select the range of Italian security products best suited for North America; identified key differentiators; their value to new customers; and facilitated strategic alliances for rapid access to our new market.”

- Aniello Musella, Italian Trade Commission

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Channel Management

Selling direct? Through distribution? Dealers? Value-added-resellers? Get the right mix to augment your growth, and determine the key points in avoiding channel conflict. Opening new channels is one of the keys to growth – rationalizing them the key to doing it profitably.

Channel Management

Growth Path has years of experience in managing multi-channel distribution. We’ll help you select the proper channels for your business – ones which open up new markets to stimulate growth. By identifying ‘non-value add’ markets, we can uncover opportunities for you to expand your reach through distribution or dealers, which would be unprofitable for direct-selling. We’ll also help you understand the pitfalls and benefits of using value-added resellers as an alternative (or precursor) to expansion, and help you target these accordingly.

Our team will work with your channel managers in partner selection, crafting contracts, and most importantly identifying the channel requirements and differentiators. This frequently means collaboration with portfolio managers to provide alternate brands or differentiated products/feature sets appropriate to each channel.

We’ll help your portfolio managers develop a pricing strategy which encompasses all your channels, to maximize revenue and profitability – while minimizing conflict.

When it comes to channel conflict, if you have multiple existing channels which don’t interact well, we can apply our experience to rationalizing the management of these. We’ll help you determine which channels are the key to your future growth, and what re-structuring might be required to optimize their effectiveness. Like tuning an engine, channel rationalization removes the gunk to leave the motor running faster & leaner.