Partner Re-alignment

When your Indian reseller partners are not performing as well as they could be, Proquest Solutions assists in realigning your channel structure to maximize its effectiveness. We analyze your existing channel's successes and failures, market coverage, industry reputation, and corporate chemistry, then compare your channel to a peer group including competitors and complementary firms. Proquest Solutions then identifies top-tier partners who can reinvigorate sales, and qualify them for the requisite resources and commitment. Proquest Solutions works with the strictest secrecy to avoid de-motivating existing partners or employees.

Partners sometimes lose enthusiasm after an initial burst of activity, especially after having exhausted the most immediate sales opportunities. Or partners may be facing financial or organizational pressures that make it difficult for them to focus resources on your offerings. Perhaps your partners have picked up a product line that has evolved to become competitive. In some cases, they fail to generate sales volume because they can make more money by concentrating on post-sales support and integration services. If, despite everyone's best intentions and efforts, your partners have not been able to get the results you need, it is time to realign your channel

Channel Realignment Phase I

audit existing partners' performance
analyze channel coverage
compare to peer group
identify potential partner replacements or additions

Channel Realignment Phase II

qualify target partners
assist selected partners to develop business plans
negotiate partnership agreements

Channel Realignment Phase III

restructure existing channels
restructure India support infrastructure
replace key personnel