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Channel Challenges

The two-tier distribution model was not conceived or developed to provide “development services” to the partner community—and despite their claims to have created these development capabilities—manufacturers don’t or can’t deliver them. The two-tier model provides basic pre-sales support, limited marketing activity and logistics expertise; and that is it. That means that 90% of the partner universe is left un-influenced. Therefore, unless the manufacturer develops tools and programs for these partners, their revenue is generated from just 10% of their partner universe.

Naturally, the long-term issue is that most manufacturers are counting on the mid-tier partners to accelerate future revenue and profit growth.

A Fluent Vision’s Channel Resource Center effectively and expertly fills the gap between what the manufacturers need and what the 2-tier model can offer. It provides:

  • A clear source of future revenue growth
  • Partner mindshare/ channel reinvigoration
  • Increased programmatic participation
  • Increased partnership renewals
  • Certification attainment
  • Shorter partner ramp to revenue
  • Predictable and manageable demand generation/marketing
  • Consistent channel support

AFV’s Channel Resource Center leverages the human element to turn resellers into partners. Our employee-training curriculum is the most comprehensive in the industry and ensures you are getting the best-educated business development consultants and channel specialists money can buy. Our proprietary consultative sales methodology and communication strategies help to facilitate the ‘ideal’ manufacturer–partner relationship.

Broken Channel

Learn more—schedule a call

To learn more about how AFV's CRC can help your organization realize better revenue call us at 973-618-9554 x105 or email us at crc@afluentvision.com