Hanover’s Channel Partner Effectiveness Solution helps elevate sales performance through dealers or distributors by aligning incentives.

We help you answer key questions and develop strategies for success:

  • How can we ensure that channel partners are positioning our products effectively and not just competing on price?
  • How can we better align incentives with channel partners to drive the activities and behaviors that are important to achieving our strategic goals?
  • What insights could we share with channel partners  to make them more effective and position ourselves as their preferred supplier?

Hanover’s Channel Partner Effectiveness for Distributor and Dealer Sales Solution

We will customize an approach for your company that leverages the expertise of our team and taps into our proven approaches to support your strategic objectives.

Customer Satisfaction Analysis

screenshot: Customer Satisfaction Analysis

Collect customer feedback on channel partners

Engage with end customers to understand their drivers of satisfaction (or dissatisfaction) in their interactions with your channel partners. Consistent monitoring will provide the data needed to course-correct, retain unhappy customers, and drive channel growth.

Messaging Calibration

screenshot: Messaging Calibration

Align channel partner positioning with key messaging

Monitor and analyze your channel partner’s messaging to ensure the consistency of your brand, uncover any potential misrepresentation of your products, and identify opportunities to improve in select markets.

Performance Management Scorecard

screenshot: Performance Management Scorecard

Incentivize channel partner activities

Measure your partner network performance with a standard set of KPIs in the Channel Partner Performance Management Scorecard, which will inform incentives and network optimization.

Territory Potential Analysis

screenshot: Territory Potential Analysis

Select optimal channel partner sales targets

Analyze your channel partner’s territory with objective, data-based quantification of the true addressable market to set goals and validate sales estimates.

Outcomes

  • Drive channel partner or retailer performance
  • Share customer insights with channel partners
  • Improve channel partner effectiveness
  • Align selling strategy with channel partners

A Word from One of Our Corporate Clients:

We realized the demand for insights was outpacing our team’s growth. For the cost of another full-time employee, we had the entire Hanover team dedicated to help with big projects that require consistent attention. I felt confident that experienced Hanover analysts were working on my high-priority projects, which in turn freed up my time to accomplish company-wide goals and grow the internal awareness of the Insights Team. This allowed us to contribute to multiple business units and support different departments with strategic research. Trusting Hanover Research as a strategic partner has enabled our lean team to have a bigger impact.

clayton_homes

Kristen Kolb; Senior Insights Strategist, Clayton Homes

Whatever your goals, Hanover will partner with you to create a custom approach to support your needs.

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