Why Sales Channel Disruption? Why Now?
Sales channels will change dramatically
There has been a lot of noise about how sales channels will change dramatically in the next few years. Whether it is forces external to sales channels such as
Or changes directly happening within sales channels such as
- Disruptive technologies
- Disruptive business models and moves to consumption based charging
- The changing geopolitical environment
- The changing way commerce is being conducted
Or changes directly happening within sales channels such as
- The overlap between consumer and business channels
- The emergence of digital marketplaces
- The move to industry specialization and clouds
- The emergence of new channel partner types
"We have the
perfect storm
of technology and business model disruption, better ways to match buyers and sellers combined with significant changes in how customers want to buy, all occurring at the same time resulting in more changes in sales channels ecosystem in the next 3-4 years than there has been in the past 20 years.”
Failure to ignore sales channel disruption will result in significant business value lost. Embracing and properly planning the transitioning with your sales channel disruption will result in
- Access to new customer segments and sales channels resulting in compound growth
- Clear Partner Roadmap for the future providing greater customer and partner advocacy
- An optimized multi-channel ecosystem of legacy and new sales channels for market share growth
- Highly leveraged engagement models providing better utilization of internal resources
Our
Disrupt-BENCH™ future state Channel Sales Paradigm Research and our
Disrupt-FAST™ methodology is a flexible and modular approach to evaluate, benchmark, transition and maintain future successful channels. It is framework used to decide and plan how to either
- Lead the disruption in your industry
- Respond to disruption already occurring in your industry
- How to respond when your industry sales channels are disrupted