Locating channel partners

Locating and establishing a global network of the most suitable channel partners in your field

How can you locate and choose the top distributors In your Industry?

When conducting sales abroad, many B2B companies need to develop their sales channels using distributors, strategic business partners or other channel partners. Locating highly-reputable distributors that are most suitable to your company, understanding their interests, and leveraging their experience to your benefit are essential for your success in the international sales arena.

 

Locating and selecting the right distributor and channel partner in a foreign country is a difficult challenge. Be sure to use effective channels to search and quickly pinpoint top candidates and thoroughly select the ones, who will represent your product positively and will achieve rapid results.

What does this process include?

  • Establishing a relevant distributor or business partner profile
  • Locating distributors through our global business network or proprietary and proven search channels
  • Meeting with potential qualified distributors
  • Evaluating skills, business network and commitment level to identify the best candidates
  • Introducing the company and its business model, and conducting product demos
  • Negotiating a distribution contract
  • Onboarding, matching expectations, training and managing your distributors’ network
  • Preparing marketing and sales tools for distributors
  • Offering incentives and establish a solid business relationship to motivate your distributors
  • Monitoring and evaluating distributor performance
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  • Recruiting more distributors and expanding your distribution channels
  • Nominating distributors suitable to your industry, your product, and to your business goals
  • Time invested in establishing and training a network of partners will pay off in the long-run
  • Avoid wasting resources on unsuitable distributors
  • Ensuring lucrative distribution contracts for the company
  • Selecting and training highly-motivated and committed distributors
  • Referring any generated leads to your distributors
  • Equipping your distributors with effective marketing tools for selling your product
  • Monitoring distributor activities and achievements
  • Increasing sales and growing the company
  • Pay for this service based on actual measurable activities and results

Locating channel partners FAQ

We Have Great Answers

This is a complex question, which should have been addressed in your marketing strategy and plan.

There is an advantage in the initial stages of breaking into new markets of working directly and getting direct feedback from end customers and sharpening your sales skills, however the help of a local partner, with a local office and contacts, to an unknown foreign company, is sometimes inevitable.

As long as it depends on you, the answer should be negative, unless you have no other choice and the partner has provided a plan, detailing how is he going to cover the entire market and is willing to commit and pay in advance for a minimum sales quota.

By default, you’d rather have a local partner for each target market, unless it’s a global partner or one that has already proved to be successful selling your products in his own market.

In the B2B software arena, licenses commission could vary anywhere between 20%-50%, depending on the level of responsibility and roles that the partners is willing to undertake with your products. There are no set rules though and final commission depends on various parameters, one of which being the strength of your Unique Selling Proposition.

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ABOUT US

Beam Global, a marketing consultancy and strategic planning firm headed by Ori Ainy, advises B2B high-tech and software companies and startups on international marketing, sales, and business development and provides sales execution services. Beam (illuminate) in Beam Global refers to companies, which, even if they are small and unknown, can compete with large international companies by gaining global exposure and by projecting an image of up-and-coming professional big-league players that have the potential to lead in their field.

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