The Challenge
Ineffective distribution network, low channel partner productivity, and no structured go-to-market strategy for a new product line launching across India.
The Approach
Mapped gaps across the distribution network. Designed a tiered partner programme with performance incentives and support structures. Trained 35 regional sales managers on value-based selling methodology.
The Outcome
Channel revenue increased 45% across the network. The new product line achieved ₹18 Cr in Year 1 sales — against a ₹10 Cr target.
Takeaway
Channel growth requires more than adding partners. The real constraint was partner capability and a lack of a structured engagement model. Once that was in place, the channel performed as it should.