Today we discuss channel management (from selection to optimization) using the SBI Revenue Growth method (bit.ly/6stepgrowth) with today’s guest Chris Bittner, the senior director of global sales and channel strategy for Autodesk.
00:41 Introducing our guest, Chris Bittner
02:09 Determining product channel fit: The art of matching products, channels & customers.
03:40 Finding your end customer’s channel preference
05:20 Using ideal channel partner profiles (are they worth the effort?)
06:37 Why are channels consolidating and how should you adapt your channel strategy?
10:15 How to ensure proper coverage across channel partner networks
11:55 The capability component of coverage: knowing how your channel partners sell your product
14:14 Identifying when channel partners favor a competitor’s product and how they position them against yours
17:40 A look at how Chris selects channel partners
19:20 Criteria to look for in channel partners
20:26 Onboarding new channel partners
23:45 The first 3 steps to optimizing your sales channels
SBI Sales and Marketing Video Podcast Episode Summary:
Channel management: The key to greasing the wheels of any sales strategy. If you want to streamline how to get your product to the end customer, this is a good place to start. We’re joined today by Chris Bittner, the senior director of global sales and channel strategy for Autodesk, to discuss the ins and outs of channel management.
We start our conversation by looking at how Chris determines product channel fit & how he learns what channels his customers want to buy from. We go on to talk about channel partners and the ideal channel partner profile, as well as how to deal with channel consolidation. Chris also talks us through channel coverage models and how to gain an understanding of competitor channels with a competitor channel analysis. We then discuss signing, onboarding and managing channel partners, skills that even a market leader would benefit from mastering. We conclude by going over the top 3 tips you can implement today to put yourself on the path toward a highly optimized channel management strategy.
Ready to Make Your Number?
If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
F or 25 years we have provided deluxe wilderness outpost fishing trips from our Armstrong location into beautiful Wabakimi Provincial Park and surrounding lakes.
Yes, we take you where the fishing is extraordinary , but there is more than fishing. Yearly family gatherings sharing a wilderness experience in comfort. Father - son (or daughter) bonding trips or Husband and wife celebrating a second honeymoon with the added spectacular outpost fishing or `the buddy trips where the tall tales get taller.
Its a big time stress reliever! . how do you think about anything else when you are fighting a fish?
Greg and I had a great week. we caught over 1000 walleye. There were well over 200 in the slot size (>18"). This is the most large walleye that have ever been caught on a trip to whiteclay for me. The slot size protection is working. It seems that each trip has more large fish being caught. Our largest northern was 43". It was caught on a jig while walleye fishing.
Greg and I sent see what you missed letters to about a dozen folks. Hope that translates into a large group for next June. . Fran and I are looking forward to the August fishing trip .
G. Ostrander, Green Bay, WI.
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Received your card. Congratulations on 25 Years! We speak often about the great times we had at Ogoki! A Tribute to you both!
Best Regards, Rich Craddock.
What a nice surprise to find your post card in my mail yesterday. Twenty-five years is a long time to do anything; much less a business like yours with all the uncertainties of weather, exchange-rates, two-country economies, etc. There is a reason why your business has survived and (hopefully) thrived. you do the wilderness fishing experience better than anyone in the outdoor sport vacation business.
Dear Judy and Paul,
Congratulations on 25 years. I have many fond memories of my time with Jack at Ogoki. Hope all is well with you.
. . . Nicole will take you on a guided tour!
This website will take you every step of the way for a worry free fishing vacation!
Let us introduce ourselves; Judy & Paul Boucher and family. Weve been doing this for 25 years and have learned a thing or two on how to take the worry out of the wilderness experience. Our staff will help you with anything you may not understand or solve any mechanical glitch right away. In short: we treat you like family!
Just a note to let you know our recent fishing junket to your Mojikit South Outpost.
Ive been coming to Armstrong area since 1972 and have probably flown in with 6-7 different outfitters over the years to numerous outposts. Your Mojikit South camp is clearly the nicest camp I have been to. The cabin is beautiful and roomy. Great kitchen and dining area. Beautiful screened in deck and outside porch overlooking the channel. Large chest freezer and a frig that actually keeps things cold. Screened in fishing cleaning house with running water. Bedrooms that are roomy. Vaulted ceiling the the cabin is a plus. The cabin is centrally located to both the lake and the Ogoki Reservoir.
The boats are the best that Ive ever experienced at an outpost. The inside bottoms consist of flat carpeted panels. easy to get in and out of. 1st time Ive fished an outpost with "dry" feet. The boats had comfortable swivel seats and 15 & 20 hp 4-stroke engines that worked great.
We will definitely be back. Everything about Ogoki Frontier was quality. My two grandchildren had the time of their lives, as did the other 2 members of our party. Thanks for the memories.