Selling Services Through The Channel

White Paper Outline
By: Jim Payne
President-S-Market Strategies

Special Free Offer
Get a free 1/2-hour phone consultation with the author Jim Payne when you order Selling Services through the Channel. Simply purchase the paper and we will contact you to schedule a time to start improving your business.

Overview
This white paper provides valuable information that can help improve effectiveness in selling and marketing services through the channel for manufacturers, multivendor services providers and the channel itself. It is based on years spent understanding the needs and dynamics of channels and implementing successful strategies. The paper offers examples of successful programs, but also provides the background and logic behind many of the strategies and tactics.

A brief version that highlights a few of the key concepts from this white paper was selected as the cover article in the AFSMI’s Sbusiness Journal, July/August 2005 issue and later republished as an “Article of Excellence” in Sbusiness Journal, January/February of 2006.

Who’s On First, The Sales Channel Scorecard?

Understanding Channel Segments

• The Full Services Channel
• The Part-Time Services Channel
• The No-Sell Services Channel

Effectively Managing Channel Segments

Key Channel Considerations

• We Are So Alike, Then Why Are We So Different?
• Think Like the Channel
• Talk to Your Channel
• Is Everybody Happy?
• Effective Differentiation in the Channel
• Channel Dynamics and Conflicts
• Do You Act or React?
• Too Much (or Too Little) of A Good Thing
• Your Competitors’ Channel Model
• Needs Vs. Wants

Keep it Simple

• Simplified Services Example
• Packaged Services-Services Inside a Box
• Simple & Complex
• Tools Make It Simple-Marketing, Sales and Pricing

New Updated Version At a Special Price!
Order your full version copy of Selling Services through the Channel for only $49.95! (Please contact me for international orders)

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