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