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Sutherland Research has helped several clients in defining or optimizing their channel strategy by assessing the health and performance of their existing channels.

Periodic channel studies are a vital tool for maximizing sales potential by assessing existing channel strategies and plugging any gaps. Channel optimization helps measure channel partner performance and determining which channels are performing and which are diluting your marketing effort by scoring each of them on parameters such as reach, focus, cost and RoI.

Sutherland Research will intensively analyze which channels your target audience is using, and the extent of investment required in back-office and support functions to support these efforts. The study can also evolve to a prescriptive stage where Sutherland can help you ramp-up sales through redesigning your distribution architecture, right-sizing your investments in support functions, and reenergizing execution.

Our approach:

Our unique four pillar approach has helped our clients in optimal utilization of their channel investments:

Ideal Go-To-Market

Sutherland regularly reviews the best practices to design an appropriate framework, which is then customized according to your target customer profile.

Align current channels with targeted segment

Sutherland helps you align your current channel mix in line with your targeted customer segment by redesigning your channel mix.

Evaluate channel partners in
the value chain

Sutherland evaluates and ranks potential channel partners in line with your goals. It then helps you select the right partners.

Channel implementation
and assessment

Sutherland can monitor your channel performance, assess impact and partner effectiveness on a regular basis.

A periodic channel effectiveness study can lead significant improvements in the effectiveness of your channel investment by highlighting the most appropriate channels as well as maximizing the efficiency of the existing mix.

M&A Due Diligence
Competitive Intelligence
Market Assessment
Consumer Research
Brand Marketing Studies
Feasibility Studies
Product Development Studies
Channel Study
Partner Identification Studies
Channel and Sales Strategy
Channel Optimization
Channel Effectiveness Surveys
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Senior Banker, Large Investment Bank
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Managing Director, Investment Management Firm

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Portfolio Manager, Leading European Investment Bank

I was in New York recently for the CFA Institute Annual Conference and had an opportunity to see some old colleagues who have now scattered among various funds. At some point it came up that ABC is a client of Sutherland Research, and that you handle a lot of their credit research. He said you do a great job and have made their firm significantly more productive.

Head of Conferences, CFA Institute

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