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Channel Performance Optimization | Case Study

DuckerFrontier, August 26, 2019

By adopting a three-phased collaborative approach, DuckerFrontier helped Company Zeta optimize its channel management processes and revise its distributor incentive structure throughout the Asia Pacific region.


 

Challenge:

Company Zeta sought to capture growth in the Asia-Pacific (APAC) region by accessing untapped customers through its indirect channel. To unlock the latent potential in its indirect channel, Zeta wanted to develop a distributor management system that would help it cultivate needed capabilities among its distributors and turn the distributors into collaborative partners.

Approach:

DuckerFrontier adopted a three-phased collaborative approach to help Company Zeta change its partner-management process:

  • First, DuckerFrontier established buy-in from Zeta’s APAC partners for its partner-management practices by outlining components of its differentiated approach, conveyed by its 360 Distribution Diagnostic, which relies on a collaborative conversation around what matters to both distributors and suppliers to drive success.
  • DuckerFrontier then deployed the diagnostic to uncover gaps in the channel management approach from both internal and external stakeholders, with a focus on capability development.
  • Finally, DuckerFrontier developed diagnostic-based capability priorities and incorporated them into a scorecard for Zeta to monitor and measure incentives and establish a clear calendar of support for a pilot group of distributors.
Results:

DuckerFrontier helped Zeta develop a distributor scorecard for a pilot group of distributors around its identified priority distributor capabilities, which improved its distributor management processes. DuckerFrontier also built a process and playbook for Zeta so that Zeta could run a quarterly distributor performance check-in to maintain a consistent and replicable cadence of conversations with its distributors.

DuckerFrontier’s teams are committed to helping executives cut through the noise to find fact-based and innovative ways to grow their business. We combine our industry and market expertise with our proven methodologies to provide clients with the highest quality insights and intelligence they need to make strategic decisions in their most important markets. Contact us here to connect with a team member. Don’t miss our latest case studies on channel capability assessment and readiness assessment for an innovative drug.

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