Meet the Expert
Tom Cipolla
TrustedPeer Expert, TrustedPeer, Inc.
- Senior Vice President - Electronic Arts
- General Manager Americas Publishing
- 25 years of delivering revenue and profit across North America
- Grew North American Sales Revenue from $50M to $2B at EA
- Supplier-of-the-Year and Vendor-of-the-Year awards from Wal-Mart, Target, Toys R Us
- Additional Channel Partners: Amazon, Best Buy, GameStop
Meeting Packages from $490
Your Meeting Package Includes:
- All 7 Best Practices
- Pre-Meeting Discovery Process
- One-on-One Call with Expert
- Meeting Summary Report
- Post-Meeting Engagement
Channel Partner Management
TrustedPeer Expert, TrustedPeer, Inc.
Risks & Opportunities
Risks
If channel partner management is done poorly, a sales organization faces the following risks:
- Lost opportunities to market products with retailers – especially painful for products that depend on seasonal sales rates
- Costly, inefficient sales efforts leading to poor forecasting, unmet demand, and overstocked inventory
- Loss of confidence in the sales function on the part of other functions in the company, leading to sales force turnover
- Products that enter the marketplace with a whimper rather than a bang, eroding brand value
Opportunities
If channel partner management is done well, a company will enjoy the following opportunities:
- The ability to create long-term franchises and brands
- The ability to test market new products
- The ability to try new retail marketing strategies
- Transparent visibility of every step in the manufacturing and sales process
- A streamlined, efficient sales engine that helps to lower costs
- Retail partners who look to your leadership to help drive their business
Channel Partner Management:
Risks & Opportunities
Expert Topic