Channel Dynamics

Channel Dynamics Ltd was founded in 1993 as a specialist consultancy focused on helping Technology companies to design Value Propositions and Go to Market plans. Our consultants combine domain expertise and industry knowledge gained with organisations which include Cisco, HP, IBM, Fujitsu, AMD, PA Consulting and PWC. In particular, we bring structure and accountability to the world of 'Sell-With' Alliances. These always demand management attention and often burn resources but are notoriously hard to manage and measure. Our tools measure the perceived quality and depth of the engagement between the respective parties. They enable pragmatic corrective action to be prescribed. Our services are always bespoke but they are based on three well-proven modules: • Go to Market Planning • Partner Engagement (aka Joint Business Planning) • Alliance Management as a Service Our approach drives high-octane joint planning based on the priorities of the partnership, not on the self-interested hopes of one or other partner. Our expectation of the two teams is to strive for win-win by means of transparency and integrity. By acting as independent arbiter, we can help to drive out false consensus, which is often the precursor to duplicitous tactics.