Indirect Sales Acceleration Model

What Is ISAM?

With many channel ecosystems, a majority of partners fulfill orders, while only a few generate demand. Often, channel sales organizations are challenged to optimize the force-multiplying potential of their partner ecosystem. The problem is the chaotic nature of unstructured partner sales and the lack of sales process control. For years channel organizations have endeavored to address partner performance through improved channel programs, enhanced margin incentives, and stronger training. While these approaches address the symptoms, they fail to address the root problem, the instructured nature of partner sales. Channel Force addresses the problem introducing an Indirect Sales Acceleration Model (ISAM):

  • Provides the tools to assess your channel sales opportunity strength.
  • Associates winning solution positioning and growth strategies.
  • Utilizes your partners to generate new demand.
  • Organizes, educates and equips partners to generate new sales.
  • Develops sales execution and coverage plans to reach your target markets.

Indirect Sales Acceleration Model

The Indirect Sales Acceleration Model is a five-phase demand creation model adding
structure to the channel sales development process. The ISAM model transitions partners
from fulfillment to demand creation.

Opportunity
Assessments

Defining your solution strength, market opportunity, partner impact and incentive strength.

Channel Strategy
Development

Customizing your solution positioning, solution growth, partner development, and partner reward strategies.

Solution
Empowerment

Building awareness, developing the market, and package your selling process into easy-to-execute sales plays.

Sales
Enablement

Equipping your partners with the skills to navigate complex sales environments.

Sales
Execution

Structuring account coverage and prospecting, capturing real-time metrics of your partners' strategy execution activity.

Indirect Sales Acceleration Model

The Indirect Sales Acceleration Model is a five-phase demand creation model adding
structure to the channel sales development process. The ISAM model transitions partners
from fulfillment to demand creation.

Opportunity
Assessments

Defining your solution strength, market opportunity, partner impact and incentive strength.

Channel Strategy
Development

Customizing your solution positioning, solution growth, partner development, and partner reward strategies.

Solution
Empowerment

Building awareness, developing the market, and package your selling process into easy-to-execute sales plays.

Sales
Enablement

Equipping your partners with the skills to navigate complex sales environments.

Sales
Execution

Structuring account coverage and prospecting, capturing real-time metrics of your partners' strategy execution activity.

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