Distribution Audits Fuel Accelerated Growth

Surface tangible ways to work with channel partners to differentiate your products and services with end-customers and accelerate market share growth.

Comparing the distribution channel pressures of today with those of even ten years ago reveals a striking decline of distinctive marketplace differentiation. These changes represent a significant opportunity for companies to regularly re-assess whether they are doing everything they can to guide, manage and motivate their channel partners to achieve new levels of growth and profitability.

  • How are end-customer channel needs in your marketplace evolving and how do they create barriers to you and your distribution partners achieving your growth objectives?

  • What gaps exist between your channel partners’ current business models and the economics of emerging customer channel needs in your fast-changing industry? 

  • How motivated and prepared are your channel partners to respond effectively and efficiently to industry and competitive performance pressures in their local markets?

  • Are your channel management and incentive programs as aligned as they need to be with the demands your channel partners are facing in today’s fast-changing markets?

Ideally a Channel Opportunity Audit should provide an independent and systematic diagnosis of your company’s distribution channel opportunities and threats and be executed in four to five weeks of elapsed time. But most importantly, the Channel Audit should focus on one dominant goal:  

Surface tangible ways to work with channel partners to differentiate your products and services with end-customers and accelerate market share growth.

Process. The Channel Opportunity Audits conducted by Chicago Strategy Associates are typically executed in four to five weeks of elapsed time in the marketplace, and proceed systematically through a series of carefully structured channel system assessment and analysis steps:

Step 1:  Internal Management Interviews. A highly-seasoned distribution channel expert from CSA interviews senior thought leaders and line managers within the client organization to surface critical insights and beliefs about current distribution channel opportunities and threats.

Step 2:  External Market Discussions. CSA conducts one-on-one working discussions with end-customers and distribution channels in the client’s marketplace to surface in their own words fresh insights and observations about how changing industry and customer dynamics are affecting current business models and economics.

Step 3:   Synthesis and Diagnosis. A Channel Opportunity Audit report is provided to the client that outlines how well their company is positioned to address pressing channel threats and opportunities, and where areas of risk and challenge lie.

Step 4: Private Facilitated Workshop. The client’s senior leadership team receives an advance briefing packet and participates in an executive-level Channel Opportunity offsite facilitated by management advisor and educator Rick Wilson, CSA’s founder and a global expert on distribution channel strategy, execution and management.

Benefits. A well-designed and executed Channel Opportunity Audit provides a fast-paced and efficient way for company leaders to build stronger readiness for action with key partners in their distribution system. It drives insights that can be leveraged to stimulate accelerated growth, improved profitability, and more loyal distribution partnerships.