Channel Management
Sales and marketing techniques which reach the widest possible customer base are essential. We can help you understand complex channel partners and develop a better relationship between your products and your customers.
Customer segmentation sits at the heart of any successful customer focussed business. Understanding your customer’s needs and market dynamics will help you to develop a process for selling to and servicing customers within a defined channel.
- Communication – streamlining direct and bespoke communication between your business and the customer by segmentation
- Needs Analysis – qualify customer characteristics to pitch and match the best products to the right need
- Strategic planning – identifying what you require each channel to deliver and monitor via CRM tools the effectiveness of the team to deliver against revenue targets and business goal
- Data Management – building and managing pipelines, lead generation, retention strategies and new business conversion
I’ve worked with Simon over a number of years in the various roles he has held at Pearson. I’ve always found him to be an open and engaging colleague, with a positive outlook. He has excellent industry knowledge, particularly in the academic and schools publishing sphere (covering print and digital formats, for everything from traditional textbooks, to courseware, assessment platforms etc). Given that extensive knowledge base its not a surprise to me that Simon is now looking to utilise those skills in a consultancy role for his next challenge. I can see how his knowledge and experience would add value to authors, publishing houses and aggregators (retailers, libraries and wholesale) in rights management, strategic sales management and planning and content marketing’.
Sean is an excellent Sales Director who has had responsibilities for significant revenues and sizeable sales team. He is extremely strategic, well organised and plans meticulously. He has excellent leadership skills and engages well with teams, whether these are field or office based. He has taken responsibility for large sales team restructures, and always deliver them in a well organised and conscientious way. He is a strategic thinker and contributes very well to wider business discussions.
‘Abby has managed a range of complex campaigns and projects for us over recent years and always delivers on time and to a very high standard. Abby has conducted in-depth research and analysis to help inform our product development and marketing plans. She is also highly creative, an adept copywriter and campaign manager, well versed in delivering campaigns with impact across social, web and traditional channels. I would highly recommend Abby as an asset to any project or team and know many of my colleagues would say exactly the same.’
Lawrence is one of the best if not the best person I have known in the rights business. I have known Lawrence for almost twenty years now since I was with Pearson Asia, buying rights from him and his team. There were times when the deals were so complicated as they involved so many parties, Lawrence was able to sort out those issues on a win-win basis. His calm and friendly manner in dealing with people and issues makes him such a wonderful person to deal with. Even after leaving Pearson and joining World Scientific Publishing, meeting Lawrence at Frankfurt Book Fair every October is always one of the highlights of my trip there.
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If you would like market-leading expertise and the right level of support to grow your business we would love to hear from you.
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