Case Study
Indirect Channel Effectiveness Optimization for a Telecom provider
Client situation
After realizing sales decline in its traditional sales channels, client identified a market trend of sales growth in the indirect channel, and required immediate action to recover lost customers and, at the same time, seize the market opportunity
Project approach
SDI developed a segmentation framework for indirect channel partners focusing on their effectiveness and profitability of transactions as well as established a systematic process for screening and selecting indirect channel partners
Outcome
SDI’s project work ensured quick ramp up of indirect channel sales restoring and even improving original customer retention rates