Case Study
Indirect sales channel assessment for C&I energy customers
Client situation
A leading energy company recognized the growing importance and high value of indirect channel partners as well as the pressing need to utilize indirect channel partner services more effectively
Project approach
SDI identified, evaluated, and prioritized key existing and potential indirect ABC channel partners by in-depth research to derive a concrete go-to-market approach for large and mid-sized target ABCs and prepare pragmatic implementation plans
Outcome
SDI’s integrated channel approach expanded client’s indirect sales while deceasing overall cost of sales resulting in a significant profitability improvements