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Sales ChannelsBy Ihor Kostiv

Director, Engineering @ GlobalLogic

About Ihor20+ years in IT business

15+ years startup and co-ownership experience 2 out of 3 started own businesses successful

Recent 10+ years Worldwide Sales and Business Development experience

Working with Partner Network

Account Management

Sales channel by Type

Passive

Active

Passive Channels

Web site

Advertisement

Reference

Active Channels

Direct

Indirect

Direct Active ChannelFace to face

Representative

Office

Telemarketing Mail

Call

Conferencing

Indirect Active Channel

Agent

Partner Network

Crowd selling

Partner Network

Shop

Integrator

Value Added Reseller

Channel Ownership Comparison

Passive Direct IndirectY Y N

Channel Cost Comparison

Passive Direct IndirectLow High Medium

Channel Efficiency Comparison

Passive Direct IndirectLow Medium High

Channel Risk Comparison

Passive Direct IndirectLow Medium High

Channel Brand Awareness

Passive Direct IndirectMedium High Low

Channel Culture Expenses

Passive Direct IndirectAverage High Low

Know Your CustomerNeeds

Location

Culture

Behaviors

Aim Your Sales ForCurrent Capabilities

Customer Profile

Future Vision

Workshop

Creative part

Crash test

Creative PartProblem statement

Positioning

Market

Competition

Solution Sales Strategy

Crash Test

Sales Strategy Presentation

Joint Review and Brainstorm

Thank you for your attention

Q&A