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Channel Benchmarking
1.
Channel - Benchmarking
Channel Assessment - Map, Rank & Score Anand Subramaniam
2.
3.
4.
Benchmarking Process
5.
6.
Channel Benchmarking Process
Objective # 1 Strengths and Weaknesses What categories to recruit ? Objective # 2 Find the top partners Who to recruit? Objective # 3 Prioritise partners Resource Allocation Map Rank Channel Management Share of Wallet Score Channel Audit Channel Recruitment Channel Deployment Channel Strategy Market Priorities
7.
Channel Mapping
8.
9.
Channel Map Your
Market Competitor #1 Your channel Partner Competitor #2 Competitor #3 Competitor #4 Competitor #5 Competitor #6
10.
11.
Brand Comparison
12.
Audit – Channel
& Sales Team
13.
14.
15.
Channel Ranking
16.
17.
Priority Ranking –
Old vs. New E D C B A New Ranking Priority Old Ranking Priority Comments (strong or weak) Wallet to Gain Share of Wallet (%) Revenue Estimate Partner
18.
19.
Channel Scoring
20.
21.
22.
23.