FUTURE TECHNOLOGY schemes . This signals an increase of investment from the brand directly into their business , which consequently increases their revenue and improves customer loyalty
The field sellers increase product knowledge , larger commissions or rewards and job recognition , which improves their motivation and enhances job satisfaction .
Our experience as channel sales professionals tells us that , only by addressing every level in the channel will an impact be made and value created .
For distributors or vendors , the performance of the channel ecosystem is key to their sales growth and competitiveness .
In its latest study on Channel Partners , the PDAGroup found that most channel partners are not strategically aligned and engaged with their distributors or with the brand . In addition , they regularly struggle to acquire new customers due to a lack of preparedness , motivation and execution skills . Our solution will help reduce or even eliminate these limitations .
REACHs ’ key functionalities are focused around customised engagement , delivering automated bespoke education and motivational programmes , as well as quantitative and qualitative results measurement ( including sell-out ) all in real time . has roughly a one-digit percentage share of the money spent on channel marketing in comparison to other countries , it is still a growing , young and promising market .
According to Forrester , the automation of channel engagement is around 50 % in the USA , proving that even the American market is still growing . Despite not having an exact figure , we have estimated that at least 65 % of vendors and distributors currently do not use full automation for one or more of their channel engagement capabilities . Therefore , it is clear there is a huge need for platforms such as REACH in the MEA region and room for improvement in terms of faster and easier channel effectiveness , engagement and digitalisation .
Recurrent revenue style and cloud subscription versus product selling , even for hardware centric businesses , has accelerated even more due to the COVID-19 pandemic .
Looking ahead , what is ChannelPro ’ s product roadmap plans in 2022 and beyond ?
Our current capabilities are centred around the automation of channel learning and readiness and incentive management . We also provide channel data in terms of sell-out and sales validation , as well as customised qualitative data .
Around 80 % of businesses in the world still rely on these channels and , whilst the world is changing rapidly , these channels are also changing . According to Forrester , channel partners will not disappear , but change into having different capabilities . Therefore , the reliance on the channel will grow whilst the capabilities and functions to each channel stakeholder will continue to evolve .
What business development initiatives and plans are in the offing for ChannelPro post COVID-19 in MEA ?
One of the lasting effects of 2020 ( COVID-19 era ) for the channel will be the changing nature of partner profiles and channel programmes . We are seeing major changes in partner roles , as the number of non-transacting partners is increasing far more than traditional resale-type or service-type partner .
We have seen numerous large multinational companies announcing the use
Why is the MEA market important for ChannelPro to develop a solid business and presence ?
We are the only UAE-based company to be listed in the Forrester channel software stack for 2021 . We have all lived in , enjoyed and embraced everything Dubai has to offer and travelled from Dubai to various destinations in MEA , Europe and beyond , hence why we chose to target the MEA market . Here , we have engaged with the brands , teams and distributors that we noticed needed help in improving their channel engagement . Although the MEA
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