Service · Business Development
Channel & Distribution Development
Without margin, every channel runs dry. Without support, too.
Designing the channel mix and recruiting and activating channel partners such as distributors, resellers or agents. The result is an operating channel with agreed terms and measurable sales activity.
Usual
What you often get
A distributor gets an entire country exclusively and puts your product in its catalogue. It sells what sells without effort, and your product isn't among it. Meanwhile, marketplace offers undercut the prices of your own sales team.
IntoOps
What you get from us
Every channel gets a role, its own terms and clear territories. That way, direct sales and partners don't poach each other's customers.
Partners are onboarded, supplied with materials and measured against targets. For marketplaces, our e-commerce team builds the connection.
Service components
5 components. Each one available on its own.
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Which channels reach which customers, and how direct and indirect sales interact.
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Finding and selecting distributors and resellers and negotiating the commercial terms.
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Building a network of independent sales agents with clear territories and commissions.
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Conditions, margins, enablement and steering for channel partners.
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Selecting marketplaces and setting the commercial approach; technical connection in E-Commerce.
What you'll have at the end. Results you can check.
- A channel concept with role, target group and terms for each channel.
- Agreements with selected distributors, resellers or commercial agents, including territories and terms.
- A partner programme with margins, discount tiers, training and sales materials.
- An overview of channel activity: revenue, pipeline and meetings per partner.
- A marketplace strategy with selection, product range and pricing rules.
When you need this. And how you'll know.
- You want to sell in regions where your own field sales team doesn't pay off.
- Your distributors list your product but hardly sell it.
- Direct sales and retail partners fight over the same customers.
- A marketplace could bring new customers, and you're worried about price erosion.
- Commercial agents work for you, but nobody really knows what they do.
Rarely alone. Never bundled.
Channel & Distribution Development often works together with these services. We'll tell you honestly when a combination makes sense, and when it doesn't.
Shows up in these initiatives.
You don't need a whole initiative to get Channel & Distribution Development. These examples show where the service is often needed.
Good questions. Straight answers.
Can you win distributors abroad too?
Yes. We search for, vet and approach distributors and commercial agents in the target country, and negotiate the terms. Legal questions such as agents' compensation claims are clarified by a law firm, which we bring in when needed.
Won't a marketplace hurt our retail partners?
Not if the rules are right. It gets critical when ranges and prices aren't aligned.
So we clarify beforehand which range goes through which channel and how your own marketplace prices fit with retail. And we talk to your retail partners before they find out online.
Should we build partners or our own sales team?
Often both. Products that need explaining and bring large orders usually sell better through your own team; broad ranges often through retail.
How the channels work together is set in the channel strategy, aligned with your sales strategy.
Do you look after partners once the contract is signed?
Yes, that's the real work. A new partner needs training, materials and someone who checks in regularly. We do that on an ongoing basis or until your team can do it itself.
Proof first. Contract second.
In the free Initiative Check, we listen for 45 minutes and ask the questions that usually only come up after the contract is signed. Then you get a short written assessment: what we see, how we would go about it and roughly what it would take.
No obligation. And if we're not the right fit, we'll tell you.
Or write to us at hello@intoops.com.