Channel Sales - Get Your Product to Market using Sales Channels

Quick Notes to help you follow along my new video series on how to grow your business

using different sales channels.

Victor Antonio

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NOT FOR EVERYONE This series is about understanding the basic of using Channel Sales to grow your business. It's not for everyone. -‐ If you're a "channel expert", this isn't for you. -‐ If you don't have products to sell through channels, this isn't for you. -‐ If you're curious about using channels to sell more but are unfamiliar with the concept, this is for you!


Channel Sales Scenario

With limited resources we grew annual sales from

$14M to $98M in 2.5 years using channels.

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Defining the Channels -‐ Online -‐ TelemarkeXng -‐ Retail -‐ DistribuXon -‐ Value Added Reseller (VAR) -‐ Systems IntegraXon (SI) -‐ Salesforce (sell direct)


Product Complexity vs. Channel Type

Which channel you use depends on the complexity of the product.


Profit Margin Impact

Each channel will impact your profit margin so choose your

sales channel carefully!


Complexity vs. TransacEon Cost

Simple products can go through lower

transacXonal cost channels.

The more complex your product is, the more you want to use the higher cost channels.


Channel Mix & OpEmizing Profits

Selling mulXple products requires you to be more selecXve when it comes to choosing

a sales channel.

This is the key to managing the channel mix!


Complex Channel Strategy

Use the product -‐ channel grid to posiXon your product, through the right channel, for

the right client in the right market.


Revenue Growth Strategies There are 4 revenue growth strategies that you can use with your Channel Sales Strategy. -‐ Customer AcquisiXon -‐ Greenfields -‐ Upselling -‐ Cross-‐Selling


Summary & Take-‐Aways -‐ Right Product, Right Market, Right Channel -‐ Profit OpXmizaXon -‐ Train and Support your Channels


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Channel Sales - Get Your Product to Market using Sales Channels

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